Question

Fisher, Ury, and Patton (Getting to Yes, 2nd ed.) write that "there can be no negotiation without communication." Assuming that this is more than a cliche, what does this statement mean? Discuss what communication variables are particularly important to understanding negotiation success and negotiator effectiveness.

(Essentials of Negotiation, Roy Lewicki)

Answer 1

We know that every organisation has some level of conflict in each of its level of department. Either the employees are not satisfied, the communication problem is there, management practices are not as accordance, values and ethics are not being followed or any other problem. Clearly, there are some areas where managers would prefer to solve a problem between two parties before it results in high levels of conflict. This is usually accomplished through negotiation. Negotiation is a process by which individuals tend to realise and understand their goals and rights in the organisation with the another party who have some control over their rights and goals. Throughout the negotiation process, these factors are being considered for an effective negotiation skill:

1. considerable skill in communication: Considerable skill of communication is the most important factor for negotiation. An employee should have effective negotiation skills and communications to understand and keep their demand in front of its supervisors and superiors so as they would better understand the problem of the employee(s) and could make the best decision possible for the same.

2. decision-making: Another important factor for the effective negotiation is the ability of the decision making process. Many effective decisions like should the salaries be increased, the negotiation should be considered or should the communication should be done in written or verbal is valid or not. The best and effective decision should be taken for the best negotiation practices.

3. use of power and politics is required in order to succeed: Also, one major factor for the contribution for the success of the negotiation is the power of politics and unity of the employees in the organisation. The politics and strategy of how to present the skills in the communication should be presented. The best way to present the problems should be stated, so that the supervisors would readily agree and solve the problems of the employees by applying the best communication practices.

Most important communication variables in negotiation are:

Clarity: The information and communication should be clear. No vague or general details should be provided. The information should be specific.

Concreteness: The information should be rigid and static. It should have some background role and importance to make it stand and make it reliable in the organisation.

Correctness: The information provided should be correct. No miscommunication or wrong information should be passed down.

Completeness: The information passing down should be complete. Incomplete information would result in wrong decision making for the organisation leading to the downfall for the organisation.