Question

Explain some of the benefits of entering into a referral partner negotiation on the basis of not having a set of preconditions, assumptions, or expectations for gaining agreement.

(Describe effective interpersonal skills, and negotiation and communication principles).

Answer 1

At the negotiation table, what’s the best way to uncover your negotiation counterpart’s hidden interests? Build a relationship in negotiation by asking questions, then listening carefully. Even if you have decided to make the first offer and are ready with a number of alternatives, you should always open by asking and listening to assess yur counterpart’s interests. Note that if your style of listening isn’t sufficiently empathetic, it won’t elicit honest responses.

A relationship in negotiation is a perceived connection that can be psychological, economic, political, or personal; whatever its basis, wise leaders, like skilled negotiators, work to foster a strong connection because effective leadership truly depends on it.

In order to create a durable relationship in negotiation, there are four basic building blocks that can help you create effective partnerships with the people you lead:

1. Two-way communication
2. A strong commitment from the leader to the interests of those he leads
3. Reliability
4. Respect for the contributions followers make to the organization

Common to all interpersonal communications are some basic principles.

These principles govern the effectiveness of our communications; they may be simple to understand but can take a lifetime to master.

This page explains these principles and gives examples of how, why and when interpersonal communication occurs.

We may, at times, try not to communicate; but not communicating is not an option. In fact the harder we try not to communicate, the more we do! By not communicating we are communicating something: perhaps that we are shy, perhaps that we are angry or sulking, perhaps that we are too busy. Ignoring somebody is communicating with them, we may not tell them we are ignoring them but through non-verbal communication we hope to make that apparent.

We communicate far more and far more honestly with non-verbal communication than we do with words. Our body posture and position, eye-contact (or lack of it), the smallest and most subtle of mannerisms are all ways of communicating with others.   Furthermore we are constantly being communicated to, we pick up signals from others and interpret them in certain ways and whether or not we understand is based on how skilled we are at interpreting interpersonal communication.