Communication and Negotiation

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Assignment

Communication and Negotiation Skills

SBS MBA

STUDENT ID

UNIT TITLE

Communication and Negotiation Skills

UNIT CODE

Name (in Full) _______

ABDELAZIZ BENHAIDA

Total Marks: _______ / 100

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EXECUTIVE SUMMARY

This assignment is written to examine importance of communication as well as negotiation flow

and practices that exist in an organization. The content will be thoroughly illustrated through

answering a number of questions given in the instructions for this assignment. The report was

mainly divided into two main categories.

The first is about exploring the negotiation process and strategies adopted to resolve the situation

of a conflict in the first scenario . while the second scenario focused on the type of negotiating

style that will be more beneficial in an organization in UAE.

The second part talks about many related communication and negotiation topics via answering

five assignment questions. Communication channels, mediums and processes were highlighted in

question one and two.

Question three and four shed light on the important differences between each negotiating

approaches ( distributive and integrative approaches ) and Types of communication both upward

and vertical , wherein we introduce a number of recommendation to improve the communication

flow in the organization.

Yet diversity in the workplace may make business and employee communication a challenge.

Depending on the type of workforce diversity, it could be necessary to re-evaluate how you can

improve the effectiveness of your communication efforts; this issues are addressed in question

three and half of question two .

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TABLE OF CONTENT

Executive Summary………………………………………………….………….……..2

Introduction……………………………………………………………………………4

1.Solution to Scenario 1 ………………………………………………………………5

2.Solution to Scenario 2 ………………………………………………………………9

3.Answer to question 1 ………………………………………………………………..11

4. Answer to question 2 ……………………………………………………………….13

5. Answer to question 3 ……………………………………………………………….17

6. Answer to question 4 ……………………………………………………………….18

7. Answer to question 5 ……………………………………………………………….21

Conclusion…………………………………….………………………………………..25

References……………………………………………………………………………..26

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INTRODUCTION

In the international Human Resource Management, communication and negotiation are of

particular importance. As they are both significant areas of organizational functioning but are

particularly susceptible to cultural influence and, hence, misunderstanding.

Communication is the process of share verbal and nonverbal language, while Negotiation is one

of the most common approaches used to make decisions and manage disputes.Negotiation is a

key skill for business. It is often viewed as unpleasant, because it implies conflict, but

negotiating need not be characterized by bad feelings or behavior (Managementstudyguide.com,

2017).

Negotiation is also the major building block for many other alternative dispute resolution

procedures.There are many reasons why you may want to negotiate and there are several

ways/types to approach it, and these will be explored by answering the questions in this

assignment.

Effective communication in negotiation takes place when information is shared accurately

between two or more people or groups of people and provokes the desired response. These

outcomes comes true through a communication with proper channels and mediums, which will

become clear in answer one (Managementstudyguide.com, 2017).

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Scenario 1 :

Q : Assume that you are in the role of a mediator, discuss the negotiation process and

strategies you will adopt to resolve the situation.

The Answer

Employee conflict in the workplace is a common occurrence, resulting from the differences in

employees’ personalities, values and cultures. Dealing with employee conflict is important to

maintaining a healthy work environment (Business.qld.gov.au, n.d.). Here becomes the

importance of negotiation skills and as strategic discussion that resolves an issue in a way that

both parties find acceptable.

In this section , we will discuss and analyse a given case study wherein we play the role of a

mediator , who is trying to resolve a conflict in the workplace between two co-workers. In line

with this we will highlight the sources of conflict and the negotiation/ strategies adopted to

resolve the situation (Business.qld.gov.au, n.d.).

Source of conflict :

 Poor Communication : Poor communication is one of the main causes of conflict between

employees in the workplace. In our example the first employee asked the access to the

computer in different way with something in her tone voice (Smallbusiness.chron.com,

2017) . That was interpreted and perceived negatively by the other co-worker and he

responded in a way that offended her as well ( bad listing and no concession excised here

).

 Difference in Personalities : A difference in personalities among employees is another

cause of this conflict. Employees come from different backgrounds and experiences,

which play a role in shaping their personalities. The employee with the straightforward

personality may offend a co-worker that does not possess the same type of personality

and here come the role of mediators a bit hard(Smallbusiness.chron.com, 2017) .

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 Different Values and culture : Similar to personalities, the values of employees differ

within the workplace. A difference in values is seen clearly in our case which caused the

other employee to get offended. When they fail to accept the differences, co-workers

insulted each other’s character and experiences.

 Competition over resources: Members under study are fighting over the limited

resources available to accomplish the team’s tasks. The two people both rely on 1 limited

workstation to meet identical deadlines, disagreements raised over whose work should

receive that person’s attention first (Smallbusiness.chron.com, 2017).

Conflict between team members comes from several sources. Some conflicts have their basis in

how people behave, while others come from disagreements about the nature of the team’s work

and how it is being accomplished, others find it difficult to adapt to others cultures

(Smallbusiness.chron.com, 2017) .

Negotiation Process and Strategies adopted

The Process

Knowing how to negotiate can come in handy in all types of different situations. Whether you

are working in business or doing daily errands, the negotiation process in our case is going to be

the same (iEduNote.com, 2017) . In this part we are going to go over a number of negotiation

process that combines some of the most effective and efficient approaches to negotiation to

ensure that we come to a favorable end agreement to solve the dispute in our case study :

1 . Identify the Problem :

To solve this problem, we need to have all the information we can gather so that it can be

completely digested. This information is important because we have to fully understand the

nature of the problem to give it full definition (iEduNote.com, 2017) . In this case we noticed a

dispute between two co-workers based on the above causes

2 . Understand everyone’s interests.

This is a critical step – for me – that is usually missing.Interests are the needs that we want

satisfied this given solution ( to get access to the computer , to avoid offensive tone, keep the

culture biases aside and to deliver the task on time ) (iEduNote.com, 2017) . The best solution is

the one that will satisfy everyone’s interests and bring positive consequences for both parties. Aa

a mediator , this is the time for me to be an active listener. Put down my differences for awhile

and listen to each other with the intention to understand.

3 . List the possible solutions (options)

Among the alternative generated are : provide more computers for each employee for easy

access , communicate to the team the company’s objective and the importance of embracing

diversity while maintaining good ethics, Or to get each to identify how the situation could be

changed. Again, question both to solicit their ideas: “How can you make things better between