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Brief Description of Essential Information Douglas Stone, Bruce Patton, and Sheila Heen, of the Harvard Negotiation Project (HNP), wrote the book, Difficult Conversations: How to Discuss What Matters Most. Viking Press originally published the 234-page book in 1999. This self-help book, ISBN 0-670-88339-5, is available for purchase on Amazon for $24.95. Introduction Communication skills are important in professional negotiations and in personal life. This book discusses why we find some dialogue difficult, why we avoid it, and why we often address it ineffectively. Most important, the authors suggest methods for more effective, productive, and rewarding, interaction. Thesis The thesis, or the main idea of the book, is that by using specific communication techniques, we can turn difficult discussions into productive learning conversations. Overview of Main Points The book is divided into two main sections. In the first section, “Shift to a Learning Stance”, the authors suggest that each difficult conversation actually involves three concurrent conversations: the “what happened” conversation, the feelings conversation, and the identity conversation. The “what happened” conversation is complicated by the differing perspectives of the participants. Although parties often agree on basic facts, there are differences of opinion regarding the interpretation of their meaning or importance. These diverse viewpoints may be the result of differences in personality, exposure to different information, or different life experiences. Progress toward a learning conversation requires letting go of strong mindsets and shifting toward genuine curiosity about the other’s point of view. Adoption of the “And Stance” can be helpf... ... middle of paper ... ...om an unbiased perspective, engage in self-discovery, listen from a stance of genuine curiosity, ask questions, and pay attention to feelings. Finally, with consideration for both perspectives, we can begin problem solving. The authors of Difficult Conversations suggest working toward a productive, learning conversation, and they offer realistic advice on obtaining this objective. I am glad that I had the opportunity, and that I took the time, to read this book. It has empowered me to tackle difficult conversations with confidence, and it has changed my approach to problem solving. Works Cited Fisher, R., Ury, W., & Patton, B. (1981). Getting to yes: Negotiating agreement without giving in. New York, NY: Penguin Books. Stone, D., Patton, B., & Heen, S. (1999). Difficult conversations: How to discuss what matters most. New York, NY: Viking Press.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New
Fisher, Roger, William Ury, and Bruce Patton. Getting to yes: negotiating agreement without giving in. 2nd ed. New York, N.Y.: Penguin Books, 1991. Print.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New York, NY: McGraw Hill. ISBN-13: 9780073530369
In part one, Petersen paints a picture of how he became interested in the topic of communication. He also describes major problems that all communicators have in common. Since he grew up in an environment full of communication deficiencies, it drove him to clarify issues that were common to all communicators. One of the foundational concepts to Petersen’s book is the nature of communication. Petersen called communication the lubrication designed to keep functions of stomach, heart, and head working separately and together. The stomach is the source of feeling words, the heart is the source of perspective words, and the head is the source of our perception of facts. Without these three elements working together, communication becomes deficient. In my experience and understanding how this concept of thinking and feeling affects mine and others people relationships goes a long way towards reducing disagreement and disconnection.
Michael R. Carrell, C. H. (2008). Negotiating Essentials: Theory, Skills, and Practices. New Jersey: Pearson.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2011). Essentials of Negotiation (5th ed.). New York, NY, US: McGraw-Hill.
We are all influenced by our human nature. Indeed, very often, our natural traits affect more than we would the decisions we think we make rationally. One of these human tendencies is to agree with our neighbor and to some extend, to avoid conflicts with individuals that we know. In other words, we are intrinsically inclined to say yes, especially if we praise the relationship. Even if negotiators are fully aware of this weakness, they cannot get rid of it. On the contrary, when they strongly desire a positive outcome to an exciting or a challenging negotiation, they might yield to any agreement, just to close the deal. Sometimes, they can do so even if the agreement does not meet their objectives. In order to address this human propensity that might be painful both in negotiation circumstances and in everyone’s private life, William Ury wrote the book The Power of a Positive No.
We’ve all been there at some point in our lives, and the mere thought of it creates anxiety for many of us. Those “crucial conversations” with your boss about how you feel like he’s unfairly assigning you excessive work, or that moment when your best friend finds out you’re not using her husband as your real estate agent. These moments, painful, awkward, and annoying as they are, are an unfortunate byproduct of our daily existence in the 21st century and are best left avoided at all possible costs. Or, they can be the conversations that matter the most, and the “results could have a huge impact on the quality of your life ”. That’s what the authors of “Crucial Conversations: Tools for Talking when the Stakes are high” think, and believe they can offer the tools to better navigate these conversations and provide the opportunity for people to thrive.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2005). Negotiation, Fifth Ed. New York, NY: McGraw-Hill Irwin.
I think it is important to experience both ends of the communication spectrum in order to really appreciate the benefits of having good communication skills. After observing and writing this paper, it really pushes me to better my own skills, and appreciate those of others.
McCarthy, A. (n.d.). 10 rules of negotiation. Negotiation Skills. Retrieved March 31, 2014, from http://www.negotiation-skills.org
Unit One introduces the concept of listening and being present as a foundation to collaborative conversations. Three main messages conveyed within both the Clark (2006) and Wong (2004) academic articles are; positioning oneself from a place of not-knowing, mindful listening and the importance of experiencing discomfort mindfully. These messages help to create a space for understanding through listening. A not-knowing stance repositions the client as an expert, mindful listening allows for a non-judgemental gaze, both at oneself and others, within mindful listening, discomfort is viewed as a way to promote individual growth. Creating a space for understanding makes room for a listening silence that embraces dialogue that crosses
Dialogue and the Art of Thinking Together: A Pioneering Approach to Communicating in Business and in Life William Isaac http://www.allscout-book.co.uk/finance/Dialogue_and_the_Art_of_Thinking_Together_A_Isaacs_English.htm
It is very important to understand that in everyday communication we are either the speaker or listener and it’s important that we do those jobs as best we can in order to have a healthy communication relationship. This activity was very useful because I got to reflect on my past successes and failures in my communicating strategies and in doing so I can improve and adapt to become a better communicator and listener. I believe that this assignment is very useful because it is real life experiences that may occur again and I can better assess the situation and use the appropriate communicating strategy necessary. This reflection will help me in my personal development by giving me situational experience that I will be able to correctly approach in and out of the
Communication with others is something we perform on a daily basis in today’s society. People talk to form and grow social bonds and to increase the likelihood of understanding one another. How we use language often signals to people their importance to us. As men and women, our identities are constantly shaped and refined by the type’s conversations we have. Our values are evident in the conversations with our family, community, society, country and church. In addition, through our profession we are continually refined by the people we talk with. Sharing information makes life more manageable, talking helps to grow social bonds with others, and choosing what we talk about allows us to manage how others perceive us. Therefore, verbal communication