Negotiation – Strategic Objectives and Bad Outcomes

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What are some strategic objectives associated with negative outcomes in a Negotiation?In some situations, the objectives sought by a negotiator can result in less than optimal outcomes. Some common examples are discussed below. What is the Under-aspiring negotiator...

Negotiation – Conflict Resolution and Strategic Orientation

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

Approach to Conflict Resolution Affects Negotiation Strategy The conflicting interests of parties to a negotiation can be presented in a two-dimensional framework, known as a dual-concern model. The model provides a negotiators concerns for personal outcomes and the...

Communication Process – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What is the Communication Process?Two primary models exist to explain the communication process.One model, known as the Transactional Model, explains communication as a transactional process with actions often happening at the same time. The other is the...

Tactics for Negotiating through IT

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

Negotiating through Information Technology Attempt to ascertain our negotiation partners affective (emotional) qualities. The other side’s experienced emotions may leak from verbal expressions during the negotiation. Their moods may be learned from secondary...

How IT Effects Negotiation – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What is Communication through Information Technology?There is no consensus on whether information technology effects the ability to reach integrative agreements or whether they affect equality of outcome. When we communicate via technology, we attend less to the other...

Culturally Responsive Negotiation Strategies – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

Negotiation Strategies Across Cultures?Negotiators must take into consideration cultural aspects when developing a negotiation strategy and employing tactics. Effectively modifying ones approach, however, can be difficult. It takes years to understand another culture...

How Culture Influences Negotiation – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

How Does Culture Affect Negotiation?  The effect of culture on negotiation is very broad. Below are some of the primary methods in culture affects communication and negotiations. What are Cross-Cultural and Intercultural Negotiations?can be categorized into...

Cross-Cultural or International Negotiations

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What makes cross-cultural or international negotiations different?Culture is the unique character of a social group; shared values and norms that set it apart from other groups. It concerns economic, social, political, and religious institutions. It also concerns the...

Intergroup Negotiations – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

What are Intergroup Negotiations?Intergroup negotiation is where parties identify with their organization and interact with the other party in terms of his or her membership in other organizations. Challenges of intergroup negotiations include: Stereotyping –...

Team Negotiations – Explained

by TheBusinessProfessor | Feb 23, 2025 | Business Communications & Negotiation

How Teams Affect the Negotiation Process? Presence of at least one team at the bargaining table increases the incidence of integrative agreements Team Effect – In negotiation, the tendency for parties represented by a bargaining team to reach more integrative...