Lecture

Negotiation Techniques

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In course

MGT-466: Negotiation techniques

This course is designed to give you a practical, hands-on opportunity to learn the basics of negotiating, self leadership and the impact of culture. Strategies and techniques are presented and practiced that will enable you to develop your skills and becom ...

Description

This lecture covers negotiation techniques through a debrief of an energetics negotiation, the Thomas Kilmann Conflict Modes, assertive communication, and conflict theory. It emphasizes the importance of coping with different communication styles for successful negotiations across cultures.

Official source

Related concepts (22)

Negotiation

Negotiation is a dialogue between two or more parties to resolve points of difference, gain an advantage for an individual or collective, or craft outcomes to satisfy various interests. The parties aspire to agree on matters of mutual interest. The agreement can be beneficial for all or some of the parties involved. The negotiators should establish their own needs and wants while also seeking to understand the wants and needs of others involved to increase their chances of closing deals, avoiding conflicts, forming relationships with other parties, or maximizing mutual gains.

Cross-cultural communication

Cross-cultural communication is a field of study investigating how people from differing cultural backgrounds communicate, in similar and different ways among themselves, and how they endeavor to communicate across cultures. Intercultural communication is a related field of study. During the Cold War, the economy of the United States was largely self-contained because the world was polarized into two separate and competing powers: the East and the West.

Communication

Communication is usually defined as the transmission of information. The term can also refer to the message itself, or the field of inquiry studying these transmissions, also known as communication studies. The precise definition of communication is disputed. Controversial issues are whether unintentional or failed transmissions are included and whether communication does not just transmit meaning but also create it. Models of communication aim to provide a simplified overview of its main components and their interaction.

Technical communication

Technical communication (or Tech Comm) is communication of technical subject matter such as engineering, science, or technology content. The largest part of it tends to be technical writing, though importantly it often requires aspects of visual communication (which in turn sometimes entails technical drawing, requiring more specialized training). Technical communication also encompasses oral delivery modes such as presentations involving technical material.

Cultural diversity

Cultural diversity is the quality of diverse or different cultures, as opposed to monoculture. It has a variety of meanings in different contexts, sometimes applying to cultural artefacts like music recordings or art works in museums, and sometimes applying to the variety of human cultures or traditions in a specific region, or in the world as a whole. It can also refer to the inclusion of different cultural perspectives in an organization or society.

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