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negotiation and communication |
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Part A Negotiation can be explained as a process used by civilised parties to reach an agreement. The outcome of the negotiation should not be to win, but to succeed as best the situation will allow. The mechanism of successful negotiation is collaboration, working in a partnership with other parties rather than a means to enter a situation all guns blazing. Different strategies of negotiation can be observed as people enter negotiation situations. A party may try to claim all the profit or the maximum share for themselves (winning everything) known as Distributive Negotiation. Integrative Negotiation will see parties creating value and finding solutions that best meet the needs of everyone involved at the negotiation table, or, Mixed-Motive Negotiation where needs are met of all or most parties as much as possible but specific parties will claim an appropriate share. These strategies of Negotiation all show different Negotiation styles; • Competitive Style- to gain all there is to gain • Compromising Style- to try and split the difference • Collaborative Style- to find the maximum gain for both parties With any of these styles and strategies fundamental theories should be followed in the negotiation process. ... Assumptions need to be made as to what to expect as a negotiation goes forward, these assumptions will give points for reality testing. ... Another good step towards negotiation is to establish rapport. ... The last consideration parties should acknowledge in the negotiation process, is when to quit. ... Communication is a two way process by which information is passed between emitters and receivers. ... In the negotiation situation problems arise when receivers accept their initial understanding of the information given to them and don’t take the time or trouble to check the information is correct. Communication gives parties the opportunity to test assumptions. ... The listening approach in a negotiation situation is a key theory and should help parties to ask questions and pay attention to key points. ... From these definitions of Negotiation and Communication we can see they are at the working heart of any industry. In the specific context of the Music Industry I will attempt to show the extent of how useful negotiation and communication theories are, in order to improve business relations and to arrive at a profitable agreement for all parties. The theories (some already touched upon) will cover all of the basic elements considered when analysing the negotiation process, including: 1. |
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Title: negotiation and communication
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