Chapter 7 - Communication Class Exercise
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CSR344 Fundamentals of Negotiation
Chapter 07 – Communication Class Exercise
1.
What is communicated during negotiation? (3 points)
Offers and counteroffers.
Information about alternatives
Information about outcomes
Social accounts/explanations
Communications about process
2.
How does the existence of a BATNA affect negotiations? How to use BATNA to your advantage during a negotiation? (2 points)
BATNA, or Best Alternative to a Negotiated Agreement, influences negotiations by providing leverage. Knowing your BATNA strengthens your position and enables you to set limits, walk away if necessary, and make strategic moves to achieve a better outcome.
3.
What are the three types of social accounts? (1.5 points)
Mitigating circumstances
Exonerating circumstances
Reframing explanations
4.
Does it matter what is said early in the negotiation? Why? (2 point)
Yes, what is said early in a negotiation matters because it sets the tone, establishes rapport, and shapes perceptions. It can influence the direction of the negotiation and affect subsequent interactions.
5.
Is more information always better? Why? (1 point)
More information isn't always better because it can overwhelm or complicate the negotiation process. Quality and relevance of information matter more than quantity.
6.
How important is nonverbal communication? What are the three important attending behaviors? (2 points)
Much of what people communicate to one another is transmitted with nonverbal communication. The three attending behaviors are eye contact, body position, and encouraging.
7.
What is social bandwidth? (1 point)
Social bandwidth refers to the capacity to engage effectively in social interactions, manage relationships, and navigate social situations. 8.
What are the three techniques you can use to improve communication in negotiation? (1.5 points)
The use of questions, listening, and role reversal
9.
What are the three major forms of listening? Why active listening is important? (2 points)
Passive listening, acknowledgement, and active listening. Active listening is important because it
is the hallmark of communication in counseling settings and although it is not as obvious in negotiation it is a vital skill that encourages others to speak more fully about their feelings, priorities, or frames of reference. 10.
What issues do you need to pay attention to when closing a negotiation? (1 point)
1
When closing a negotiation, pay attention to finalizing details, ensuring clarity on terms and agreements, and confirming mutual understanding to prevent misunderstandings or disputes later on.
11.
What is your main takeaway from this chapter? Please discuss at least three things that resonate with you the most. (3 points)
The importance of preparation, active listening, and flexibility in negotiation. Preparation allows for informed decision-making, active listening fosters understanding and empathy, and flexibility enables adaptation to changing circumstances for successful outcomes. 2
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