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MGT 445 Week 1 Individual Assignment Communication and Personality in Negotiation Paper.

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What are the elements of a negotiation? What are some of the problems you have experienced
when negotiating? How would you address these problems?
What are the elements of a negotiation?
The 7 Element theory proposes that every negotiation can be broken down into 7 different yet
interconnected elements: relationship, communication, interests, options, standards, alternatives and
commitments.
The theory suggests that all 7 elements are present in every negotiation, regardless of the style or
approach adopted by the negotiators. The negotiators will manage the 7 elements in a unique way for each
negotiation.
Below is a set of brief definitions for each element:
Relationship: The level of connection between two or more people.
Communication: The conveyance of messages by writing, speech, or other ways.
Interests: The goals, needs, hopes, fears, and concerns that motivate the parties involved in the
negotiation.
Options: Ideas on how the parties involved in the negotiation may meet their interests mutually.
Standards: Criteria that the parties involved in the negotiation use to validate their perspectives.
Alternatives: Steps each party implicated in the negotiation could take to satisfy their interests outside the
current negotiation.
Commitments: Promises made to build, create, or finalize agreement (Lewicki, Barry, and Saunders, 2006).
What are some of the problems you have experienced when negotiating?
The main problem I have is to create an effective framework within which I can analyze the thoughts,
speech, and actions of each negotiator. Sometimes the negotiators do not demonstrate their real intentions
and how they plan to use each element which makes the negotiation longer until all the elements are
evaluated and I get a real perspective.
How would you address these problems?
With the evaluation results I can make informed choices about how to use the 7 elements, adapting my
strategy flexibly as each negotiation unfolds.
Reference:
Negotiation, 5e - ISBN: 0072973072 Author: Roy J. Lewicki, David M. Saunders, Bruce Barry copyright ©
2006 The McGraw-Hill Companies

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What are the elements of a negotiation? What are some of the problems you have experienced when negotiating? How would you address these problems? What are the elements of a negotiation? The 7 Element theory proposes that every negotiation can be broken down into 7 different yet interconnected elem ...
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Very useful material for studying!

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