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The importance of negotiation skills
The importance of negotiation skills
The importance of negotiation skills
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Contrast Principle “The contrast principle (or contrast effect) says that when you experience two similar things in succession, your perception of the second is influenced by the first” (Cole, 2012). In basic terms, contrast principle states: If the second thing that we see or is positioned to is generously not the same as the first, it is our instinct to often see the two things with a different perspective than we normally would. As a result, it is a strategy for achieving an understanding by differentiating the ideal result of the ultimate goal with a less attractive result. The advantage of the contrast principle is that it is for all intents and purposes difficult to demonstrate/prove. Negotiators who utilize this method can do as such …show more content…
In the beginning of the negotiation gambit Sharon should build a rapport with Alice. For example start the conversation on a topic that has nothing to do with what the meeting is about find out how Alice has been and ask about her family try to disclose personal information. Sharon should mimic the nonverbal behaviors, avoid confrontation during the negotiation, be reluctant on what she wants to offer Alice. In the middle negotiation gambits Sharon should not offer to meet in the middle right away she should counteroffer, she should also handle the impasses, stalemates, and deadlock. By conveying the proper emotions, demonstrating her position, and properly addressing the terms will give advantage to Sharon. During the ending of the negotiation gambits Sharon should utilize her contrast principle by utilizing the good guy/ bad guy tactic. Sharon should make the first offer she should determine her ideal position, realistic position and her bottom line position. Which will allow her to utilize the contrast principle to her advantage. If Sharon is able to cover all the steps previously mentioned she will have gathered enough information to offer Alice a severance package that will satisfy what Alice is looking for and meet Sharon’s ultimate goal. Also Sharon should
Two people could be living two very different lifestyles, yet they could be very similar in the way they act and react in the same situation. Charlotte from “The Metaphor” by Budge Wilson and the Mother character from “Borders” by Thomas King live very different lives but the way they deal with the problems they are faced with is very similar. Both protagonists have to deal with trying to be forced to be something they are not by society and their families, but Charlotte from “The Metaphor” has been challenged by her strenuous home, she must face her organized mother and orderly home; the Mother from “Borders” must stand up for what she believes in and fight for what she wants.
Did you know that over 1,450 books have been made into movies since 1980? Into the Wild by Jon Krakauer being one of those novels. In 2007 Sean Penn turned the book into a film. As can be expected when one artist interprets the works of another artist, there will be similarities and differences. Some of the major contrasts shown between the book and movie are; their perspectives, emotions they make the readers or viewers feel and parts of the story being left out or changed.
The Cask of Amontillado is an 1846 short story by Edgar Allan Poe, which gives an account of Montresor, a man who executes a plan of vengeance against his friend, whom he claims insulted him. As the narrator in the story, Montresor provides a vivid image of his plan to lure Fortunato to his death, which ends in the eventual live burial of Fortunato. The theme of revenge is the most prominent element of this story, which enables the reader follow the narrator’s character, thus gaining a comprehensive understanding of the story. Similarly, the development of William Shakespeare’s play, Hamlet, is founded on the theme of revenge. From the onset of the play, the ghost of Hamlet’s father appears to him and asks that he carries out revenge on Claudius, who killed him and took the throne from him. However, unlike The Cask of Amontillado, the theme of revenge in Hamlet is mainly manifested through the protagonist’s inability to execute vengeance till the very end of the play. The theme of revenge is an integral aspect of the two literary works, to enhance the development of characters and their role in bringing the specific stories to life.
Books written in the Gilded Age are most usually an accurate representation of the lives led by those characters represented in them. They give us an in depth and up close and more personal look at the difficult and fast-changing times back then. Although Maggie and O Pioneers! differ in geographical terms, they both make me feel like I actually understand what it was like to live back then. When you compare them side by side you can see that both sides of life affect the personalities and characterizations of people depicted.
The theme of power being abused is carried out in both I Only Came to Use the Phone and Lord of the Flies. The reasoning as to why we would see this theme as the base for both stories is because it is such a common theme; it is known that everyone craves power because of the self-satisfaction they gain from it. The authors of these stories realizing that, used the theme of abuse of power to create chaos within the story and create interest, and they did this by having their characters go after something that makes themselves feel powerful. In Lord of the Flies it was the powerful feeling of hunting for the boys, and in I Only Came to Use the Phone it was the power that the Matron had over Maria by sexually harassing her. Although those two examples seem as though it is people who abuse power it goes beyond that; as if the evil within everyone is awaken by power and that evil is what succumbs them to abuse the power.
Rosencrantz and Guildenstern Are Dead is a tragic comedy by Tom Stoppard, which focuses on the adventures of two minor characters from Shakespeare’s famous play Hamlet. The Rover also known as The Banish'd Cavaliers, is a romantic or restoration comedy by Aphra Behn, about a rakish naval captain, who falls in love with a young woman, who plans on marrying him. Although both these plays are comedies, there are significant differences in the theme, style, setting, and the whole feel they give an audience.
New Jersey: Pearson University, Inc. Venter, D. (2014). The 'Standard'. Framing - An Important Negotiation Tool. Retrieved from www.calumcoburn.co.uk: http://www.calumcoburn.co.uk/articles/articles-framing/ Wheeler, M. (2012).
Negotiations styles are scholastically recognized as being broken down into two general categories and those are distributive bargaining styles and integrative negotiation styles. Distributive bargaining styles of negotiation are understood to be a competitive type of negotiation. “Distributive bargaining, also known as positional bargaining, negotiating zero-sum, competitive negotiation, or win-lose negotiation, is a type or style of negotiation in which the parties compete for the distribution of a fixed amount of value” (Business Blog Reviews, 2011). This type of negotiation skill or style approach might be best represented in professional areas such as the stock market where there is a fixed goal in mind or even in a garage sale negotiation where the owner would have a specific value of which he/she would not go below. In contrast, an integrative negotiation approach/style is that of cooperative bargaining, or win-win types ...
Most of the common activities in our daily life present an opportunity to negotiate, whether or not we realise it. Meta-reflecting upon my negotiation experiences during the class and other activities have led me to identify few common themes. In this assignment, the two themes I will be discussing are (1) the importance of being clear on the strategic intent and big picture thinking, and (2) the importance of managing the negotiation process through understanding the various phases and visualising negotiation as a train journey.
An analysis of Mycerinus and Kha-merer-nebty II and Augustus of Primaporta, reveals that there are many similarities, but also many differences between these two pieces of sculpture. These similarities and differences are found in the subject, style, and function of both works of art.
(Saner). Negotiation is also seen an art of persuading other person to consider your view or opinion.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2006). Negotiation Readings, Exercises, and Cases Fifth Ed. Bill Brubaker, Mark Asher, A Power Play for Howard Negotiation (pp. 616-626). New York, NY: Mcgraw-Hill Irwin.
...w to apply these tactics into practice. Understanding the meaning of each tactics is just the first stage, flexibility in the use of appropriate tactics in future issues is more important. Besides, I need to make a detailed plan before the negotiation. Firstly, analyzing the interests, perspectives and weak points of the opposite side and selecting suitable tactics. Secondly, preparing several response strategies will help me to control the situations. Thirdly, setting the minimum level what I can agree on the issue is also essential part of negotiation.
... understand the other side’s point of view. All parties are able to identify areas of agreement and disagreement, creatively explore and evaluate alternatives, and select solutions to which they are all committed. Though collaborating is the only win-win approach preferred to resolving conflicts in many situations, there is time and place for the other styles as they may better meet the needs of the situation.
Negotiation approaches are generally described as either distributive or integrative. At the heart of each strategy is a measurement of conflict between each party’s desired outcomes. Consider the following situation. Chris, an entrepreneur, is starting a new business that will occupy most of his free time for the near future. Living in a fancy new development, Chris is concerned that his new business will prevent him from taking care of his lawn, which has strict requirements under neighborhood rules. Not wanted to upset his neighbors, Chris decides to hire Matt to cut his grass.