Roles of Comminucation Related Concepts

NEGOTIATION

According to Van Dijk and Bryant, (2009) negotiation is is when two or more people share their concerns and interests to reach an agreement. For a negotiation to take place there must be a need to meet or produce a resolution were both or all parties needs are met. Eunson, (2008) also concurs this and further defines negotiation as a communication and problem-solving process with the application of a profound set of skills and knowledge. Negotiating is a means by which conflicts and misunderstandings are resolved. De Moor,(2004) says negotiating is a far more complex process as it involves many stages which if not dealt with diligently will result in a unfruitful discussion.

ROLES OF COMMINUCATION RELATED CONCEPTS

The first concept is that of a win win outcome. The implication is that both parties are supposed to benefit from the outcome of the negotiation. Though it does not really come out like that both parties are expected to gain from it. Positions and concessions are a related concept. A position is the choice or side or opinion one is trying to bring out so as to come upon understanding and generally have the same shared understanding. Then concession is what one gives up in order to gain what they want. Another concept related to negotiation is distributive bargaining this is when the intention is to concede a little but gain a lot. It is an agreement between parties fixing an obligation that each promises to carry out. There is also interactive bargaining, this is when both parties have interest in gaining from the subject for example. In building a hospital one party will gain the expertise of health professionals while the other party will gain financially from running the hospital. In the same entity both party's interests are met. Another concept related to negotiation is territory, it is more focused on who champions the negotiation for example whose place a party will be held who has more expertise on a subject, the individual with comparative advantage has more negotiating influence than those with less comparative advantage. Power is also a influencing factor in negotiating. Someone with authority, knowledge, groups (large numbers) have a more negotiating power than those with less because of the nature of negotiating. The use of signal in negotiating can influence the outcome of the negotiation. For example if one was to say "if the price is right we might buy it..." Eunson, (2008). The style of negotiating also plays an important part to the outcome of a negotiation. If one is a bully the tendency will be for the other party to retract from the negotiation and the negotiation fail to go through because the other party feel forced. Quiet manipulation is when subtle strategies are used to bring about the discussion and this may result in the truth being distorted. The more favourable styles are confident promoting and careful suggestion there is positive response to the other person presenting the negotiation.

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