Sabtu, 20 Mei 2017
Sabtu, 13 Mei 2017
Komunikasi Bisnis - Negotiation
TUGAS KOMUNIKASI BISNIS NEGOTIATION
1. What is negotiation
Negotiation is a dialogue between two or more people or parties intended to reach a beneficial outcome over one or more issues where a conflict exists with respect to at least one of these issues.
This beneficial outcome can be for all of the parties involved, or just for one or some of them.
It is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. It is often conducted by putting forward a position and making small concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a major factor in determining whether negotiations are successful. In many cases, negotiation is not a zero-sum game, allowing for cooperation to improve the results of the negotiation.
In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organisation they represent). However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome.
The 5 Negotiation Styles are:
1. Competitive
Competitive personalities are results-driven. They are focussed and assertive in their communication and often aggressive. Competitive negotiators are strategic thinkers therefore have very little time for pleasantries.
2. Collaborative
Collaborative negotiators are open and honest, and understand the concerns and interests of the other party. They like to find creative solutions to make sure both parties are satisfied.
3. Compromising
A compromising negotiator’s main concern is doing what is fair for both parties and finding middle ground. They would rather compromise on your own outcome to satisfy the other party.
4. Avoiding
Avoiding personalities really dislike negotiations! They may try to avoid situations that may result in conflict as they find them intimidating and stressful by staying behind the scenes of a negotiation.
5. Accommodating
Accommodating negotiators spend a great deal of time building and maintaining relationships with the other party. They are highly sensitive to the emotions, relationships and body language within the negotiation situation.
Negotiation Process
1: Preparation
Preparation is instrumental to the success of the negotiation process. Preparation involves the following activities:
(i) Gathering Information: One needs to learn as much as one can about the problem and ascertain what information is needed from the other side.
(ii) Leverage Evaluation: Evaluation of one’s leverage and the other party’s leverage at the outset is important because there may be a number of things one can do to improve one’s leverage or diminish the leverage of the other side.
(iii) Understand the people involved: It is important to know the people with whom the negotiation is to take place.
(iv) Rapport: It is helpful to establish a rapport with the opponent during the early stages, that is, before the bargaining process begins is helpful. This was, one can determine early on how cooperative the opponent is going to be.
(v) Know your objectives: Clarity of objectives is absolutely essential. It needs to be decided in advance how much you are willing to concede to the opponent and what your priorities are. All arguments and justifications should be ready.
(vi) Type of negotiation: Anticipate the type of negotiation expected, that is, ascertain whether it will be highly competitive, cooperative or something unusual; whether the negotiation will be face to face, by fax, through a mediator, or in some other manner.
(vii) Plan: Decide on the negotiation approach and plan accordingly.
2: Opening
Here the two sides come face to face. Each party tries to make an impression on the other side and influence their thinking at the first opportunity. This phase is important because it sets the tone for the negotiation to a large extent. It involves both negotiating parties presenting their case to each other.
3: Bargaining
The bargaining involves coming closer to the objective you intended to achieve when you started the negotiation. In this phase, the basic strategy is to convince the other side of the appropriateness of your demands and then persuading the other party to concede to those demands. For this, one needs to be logical in one’s approach and frame clearly-thought-out and planned arguments.
4: Closure
The closing of a negotiation represents the opportunity to capitalize on all of the work done in the earlier phases. The research that has been done in the preparation phase, combined with all of the information that has been gained is useful in the closing phase. It also involves the sealing of the agreement in which both parties formalize the agreement in a written contract or letter of intent. Reviewing the negotiation is as important as the negotiation process itself. It teaches lessons on how to achieve a better outcome.
characteristics of negotiation?
1. CONFRONTATION BETWEEN PLAYERS
The negotiation is presented as an activity of change, a meeting sponsored by the parties. These players can represent their own interests or defend the interests of a group, the role of negotiators in the latter case is much more complex due to the implementation of the mandate and expectations about their behavior on the one hand, and the need for agreement another, depending for that confidence margin were told. This situation generates what is called dual membership.
2. THE CONCEPT OF DIVERGENCE
The meeting between the parties is a voluntary process designed to resolve differences.
The voluntary nature of it means that the parties may choose to join or not the process to settle their differences and accept any outcome.
There is always the desire not to agree, but sometimes incurring heavy losses for both sides, precisely to avoid the encounter is promoted because the protagonists depend on a decision that involves them, which a priori is not taken when deliberating, this is because there is a range of views regarding this decision that concerns them.
In this sense, negotiation is a joint exercise of decision-making, generally, we would say that the negotiations preceding a potential conflict precisely intervening to end hostilities.
3. NEGOTIATED ORDER
As for where scoping exercises, we see that negotiation occurs in all kinds of social system contributing to its continuity.
In any social system, even in the most repressive, the established order is always a negotiated order in so far as the decision of a party involves the agreement of other parties who have some power over the first.
This phenomenon is found in all models of society as a way of permanent connection.
Negotiation enables articulate, organize and perpetuate various forms of social interaction, nations negotiate as do governments, employers and trade unions, parents and children.
As noted Chalvin, negotiation emerges as one of the last attempts to maintain social connections.
4. MIXED RELATIONS OF MOTIVATION
In the dynamics of the negotiation are involved the concepts of divergence and cooperation.
The effort to resolve their differences and reach a decision on the distribution of resources among the parties involved embark on a social relationship in which both together common and divergent interests, where the parties have simultaneously confronted with incentives to cooperate and incentives to compete.
Through negotiation, the parties resolve the dilemma competition – cooperation while maintaining or improving their positions and thereby protecting it from other groups or individuals. They get so keep conflict within acceptable limits, trading in this sense is not a debate, it’s a conversation without order.
Negotiating conflict is playing cooperation, the product of negotiation is formalized in terms of commitment representing roughly calculated result of a series of reciprocal concessions.
5. POWER RELATIONS
Is required in any case of a power relationship between the parties to the negotiations for this result arises. This relationship can be statutory order, the standard hierarchical can say who must negotiate and who is not.
The standard may be charismatic staff, may represent that power in their area (the oldest place)
It can be as a phenomenon of competence on the matter.
You can also represent someone who is the result of an alliance of interests between the parties.
As noted Chalvin, it is necessary to negotiate when the reasons do not require power, we would say that is not traded on principle, negotiations with a given situation of the parties.
Without any power relationship between the parties one of the parties could take unilaterally imposed obligation to the other. When the power of one is greater than the other negotiation has no reason to be and will be replaced by domination.
6. INTERDEPENDENCE RELATIONSHIP
According to social exchange theory of Thibaut and Kelly, dependency exists when an actor results are determined by interpolation between their behavior and that of others.
Based on this principle suggests that negotiation arises from two circumstances :
The scarcity of resources creates competition among those who need the same resources on one side and the other an unequal allocation of itself that creates the need for exchange between the parties the different resources needed by each. This theory has also been studied by Bacarach Lawler.
Rubbin, summarizes the character of relationships in defining negotiation that negotiation is ultimately the very interdependence of the parties.
7. PROCESS THAT IS IN THE PERCEPTION OF THE STARS
Trading relations between the parties, involving efforts to influence perception and the other party assessment of the situation made by tactics such demands, threats, concessions, promises, in fact each party uses its perceptual abilities to disrupt the opponent’s tactics, while the latter conveys the impression you created.
The critical tactical. Is to manipulate the perception of power through tactics such as exaggeration, the boasts and argumentation.
The negotiation about creating a mutually acceptable definition of the relationship of power that will be the most beneficial way possible for each.
At the end of the process each party is motivated to comply with mirror image received from the other party.
Each actor, you need two sets of skills to persuade the other hand the direction of boast. On the one hand the need to project or put in the place of another and otherwise pose a situation consistent with self – projected image.
8. PURPOSE ACCURACY AND PERFORMANCE MARGIN
If negotiation is an encounter between the protagonists, the result of confrontation during a deviation observed, requires each party holds a target to attack and leeway to reduce divergences.
It is necessary to have resources for concessions, a situation typical of negotiation is to be tactically prepared. Armed with arguments from the competitive and the cooperative aspect concessions.
9. A PROCESS PARAMETERS INVOLVED IN TWO ANTAGONISTIC
The negotiation is replaced by one side in the existence of cooperation for the sake of the survival of the system.
On the other hand in maximizing the goals and interests of each party.
This individual desire to maximize the interests and collective desire to achieve an equitable, cooperative aspect involves a conflict of the parameters involved.
In this respect the loyalty and organizational integration are key elements sought to develop consensus ideology by advocating that the survival needs of the negotiation is binding on all the others and that each party has to avoid instability and maximize loyalty for the bargaining power is strong, consistent and durable.
10. EXTERNALIZED NEGOTIATION OF CONDUCT SOME SEQUENTIAL PATTERNS
The pattern of relations during the negotiation is sequential rather than simultaneous. The whole point is that given sequential assessment exchanges, decision, down to an acceptable result.
positive and negative effect in negotiation?
Positive
Reach an agreement between both side = in a negotiation there will be an issue that be the problem for both side , and need solve immediately from both and for both side
No one lose nor wins = because in negotiation need reach an agreement between both side , that means both side must be agree in the result of negotiation and this not about win / profit or loss
Fair and square = in the process of negotiation must be clear, and for the result for the issue that been negotiated must be good for both side
Solve any issues = between negotiation there must be an issue that arise , that the problem for both side to solve it
Clear and transparent = the negotiation need to be clear and transparent for both side , so there is no advantage or disadvantage for one side , and the process in the negotiation too need clear and transparent
Approved by both parties = this is important , because the issues arise and need to be solve immediately so the result need to be approved by both side
Negative
There must be an argument in negotiation = in the process of negotiation it will be long and pretty sure there will be anger that will be triggered the argument for both side
The situation so intense, because both side have each own preferences = because the process of negotiation is can be long and both side fight for their own purposes , it will be complicated and intense for both parties
Conflict is inevitable = sometimes with negotiation , both side have conflict in the process of negotiation instead of an agreement for both side
Take a long time, because need to combine both sides = both parties fight their own preferences and it will take a long time to match both preferences and get a suitable result
Sometime both side at the end upset by each other= because the process is complicated , the result could be one-sided instead of fair and square and because of that it will be upset for one parties
Sometimes it wont end by one meeting= the purpose of meeting is to reach an agreement and it could be not done by a single meeting
Negotiation is a dialogue between two or more people or parties intended to reach a beneficial outcome over one or more issues where a conflict exists with respect to at least one of these issues.
This beneficial outcome can be for all of the parties involved, or just for one or some of them.
It is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. It is often conducted by putting forward a position and making small concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a major factor in determining whether negotiations are successful. In many cases, negotiation is not a zero-sum game, allowing for cooperation to improve the results of the negotiation.
In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organisation they represent). However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome.
The 5 Negotiation Styles are:
1. Competitive
Competitive personalities are results-driven. They are focussed and assertive in their communication and often aggressive. Competitive negotiators are strategic thinkers therefore have very little time for pleasantries.
2. Collaborative
Collaborative negotiators are open and honest, and understand the concerns and interests of the other party. They like to find creative solutions to make sure both parties are satisfied.
3. Compromising
A compromising negotiator’s main concern is doing what is fair for both parties and finding middle ground. They would rather compromise on your own outcome to satisfy the other party.
4. Avoiding
Avoiding personalities really dislike negotiations! They may try to avoid situations that may result in conflict as they find them intimidating and stressful by staying behind the scenes of a negotiation.
5. Accommodating
Accommodating negotiators spend a great deal of time building and maintaining relationships with the other party. They are highly sensitive to the emotions, relationships and body language within the negotiation situation.
Negotiation Process
1: Preparation
Preparation is instrumental to the success of the negotiation process. Preparation involves the following activities:
(i) Gathering Information: One needs to learn as much as one can about the problem and ascertain what information is needed from the other side.
(ii) Leverage Evaluation: Evaluation of one’s leverage and the other party’s leverage at the outset is important because there may be a number of things one can do to improve one’s leverage or diminish the leverage of the other side.
(iii) Understand the people involved: It is important to know the people with whom the negotiation is to take place.
(iv) Rapport: It is helpful to establish a rapport with the opponent during the early stages, that is, before the bargaining process begins is helpful. This was, one can determine early on how cooperative the opponent is going to be.
(v) Know your objectives: Clarity of objectives is absolutely essential. It needs to be decided in advance how much you are willing to concede to the opponent and what your priorities are. All arguments and justifications should be ready.
(vi) Type of negotiation: Anticipate the type of negotiation expected, that is, ascertain whether it will be highly competitive, cooperative or something unusual; whether the negotiation will be face to face, by fax, through a mediator, or in some other manner.
(vii) Plan: Decide on the negotiation approach and plan accordingly.
2: Opening
Here the two sides come face to face. Each party tries to make an impression on the other side and influence their thinking at the first opportunity. This phase is important because it sets the tone for the negotiation to a large extent. It involves both negotiating parties presenting their case to each other.
3: Bargaining
The bargaining involves coming closer to the objective you intended to achieve when you started the negotiation. In this phase, the basic strategy is to convince the other side of the appropriateness of your demands and then persuading the other party to concede to those demands. For this, one needs to be logical in one’s approach and frame clearly-thought-out and planned arguments.
4: Closure
The closing of a negotiation represents the opportunity to capitalize on all of the work done in the earlier phases. The research that has been done in the preparation phase, combined with all of the information that has been gained is useful in the closing phase. It also involves the sealing of the agreement in which both parties formalize the agreement in a written contract or letter of intent. Reviewing the negotiation is as important as the negotiation process itself. It teaches lessons on how to achieve a better outcome.
characteristics of negotiation?
1. CONFRONTATION BETWEEN PLAYERS
The negotiation is presented as an activity of change, a meeting sponsored by the parties. These players can represent their own interests or defend the interests of a group, the role of negotiators in the latter case is much more complex due to the implementation of the mandate and expectations about their behavior on the one hand, and the need for agreement another, depending for that confidence margin were told. This situation generates what is called dual membership.
2. THE CONCEPT OF DIVERGENCE
The meeting between the parties is a voluntary process designed to resolve differences.
The voluntary nature of it means that the parties may choose to join or not the process to settle their differences and accept any outcome.
There is always the desire not to agree, but sometimes incurring heavy losses for both sides, precisely to avoid the encounter is promoted because the protagonists depend on a decision that involves them, which a priori is not taken when deliberating, this is because there is a range of views regarding this decision that concerns them.
In this sense, negotiation is a joint exercise of decision-making, generally, we would say that the negotiations preceding a potential conflict precisely intervening to end hostilities.
3. NEGOTIATED ORDER
As for where scoping exercises, we see that negotiation occurs in all kinds of social system contributing to its continuity.
In any social system, even in the most repressive, the established order is always a negotiated order in so far as the decision of a party involves the agreement of other parties who have some power over the first.
This phenomenon is found in all models of society as a way of permanent connection.
Negotiation enables articulate, organize and perpetuate various forms of social interaction, nations negotiate as do governments, employers and trade unions, parents and children.
As noted Chalvin, negotiation emerges as one of the last attempts to maintain social connections.
4. MIXED RELATIONS OF MOTIVATION
In the dynamics of the negotiation are involved the concepts of divergence and cooperation.
The effort to resolve their differences and reach a decision on the distribution of resources among the parties involved embark on a social relationship in which both together common and divergent interests, where the parties have simultaneously confronted with incentives to cooperate and incentives to compete.
Through negotiation, the parties resolve the dilemma competition – cooperation while maintaining or improving their positions and thereby protecting it from other groups or individuals. They get so keep conflict within acceptable limits, trading in this sense is not a debate, it’s a conversation without order.
Negotiating conflict is playing cooperation, the product of negotiation is formalized in terms of commitment representing roughly calculated result of a series of reciprocal concessions.
5. POWER RELATIONS
Is required in any case of a power relationship between the parties to the negotiations for this result arises. This relationship can be statutory order, the standard hierarchical can say who must negotiate and who is not.
The standard may be charismatic staff, may represent that power in their area (the oldest place)
It can be as a phenomenon of competence on the matter.
You can also represent someone who is the result of an alliance of interests between the parties.
As noted Chalvin, it is necessary to negotiate when the reasons do not require power, we would say that is not traded on principle, negotiations with a given situation of the parties.
Without any power relationship between the parties one of the parties could take unilaterally imposed obligation to the other. When the power of one is greater than the other negotiation has no reason to be and will be replaced by domination.
6. INTERDEPENDENCE RELATIONSHIP
According to social exchange theory of Thibaut and Kelly, dependency exists when an actor results are determined by interpolation between their behavior and that of others.
Based on this principle suggests that negotiation arises from two circumstances :
The scarcity of resources creates competition among those who need the same resources on one side and the other an unequal allocation of itself that creates the need for exchange between the parties the different resources needed by each. This theory has also been studied by Bacarach Lawler.
Rubbin, summarizes the character of relationships in defining negotiation that negotiation is ultimately the very interdependence of the parties.
7. PROCESS THAT IS IN THE PERCEPTION OF THE STARS
Trading relations between the parties, involving efforts to influence perception and the other party assessment of the situation made by tactics such demands, threats, concessions, promises, in fact each party uses its perceptual abilities to disrupt the opponent’s tactics, while the latter conveys the impression you created.
The critical tactical. Is to manipulate the perception of power through tactics such as exaggeration, the boasts and argumentation.
The negotiation about creating a mutually acceptable definition of the relationship of power that will be the most beneficial way possible for each.
At the end of the process each party is motivated to comply with mirror image received from the other party.
Each actor, you need two sets of skills to persuade the other hand the direction of boast. On the one hand the need to project or put in the place of another and otherwise pose a situation consistent with self – projected image.
8. PURPOSE ACCURACY AND PERFORMANCE MARGIN
If negotiation is an encounter between the protagonists, the result of confrontation during a deviation observed, requires each party holds a target to attack and leeway to reduce divergences.
It is necessary to have resources for concessions, a situation typical of negotiation is to be tactically prepared. Armed with arguments from the competitive and the cooperative aspect concessions.
9. A PROCESS PARAMETERS INVOLVED IN TWO ANTAGONISTIC
The negotiation is replaced by one side in the existence of cooperation for the sake of the survival of the system.
On the other hand in maximizing the goals and interests of each party.
This individual desire to maximize the interests and collective desire to achieve an equitable, cooperative aspect involves a conflict of the parameters involved.
In this respect the loyalty and organizational integration are key elements sought to develop consensus ideology by advocating that the survival needs of the negotiation is binding on all the others and that each party has to avoid instability and maximize loyalty for the bargaining power is strong, consistent and durable.
10. EXTERNALIZED NEGOTIATION OF CONDUCT SOME SEQUENTIAL PATTERNS
The pattern of relations during the negotiation is sequential rather than simultaneous. The whole point is that given sequential assessment exchanges, decision, down to an acceptable result.
positive and negative effect in negotiation?
Positive
Reach an agreement between both side = in a negotiation there will be an issue that be the problem for both side , and need solve immediately from both and for both side
No one lose nor wins = because in negotiation need reach an agreement between both side , that means both side must be agree in the result of negotiation and this not about win / profit or loss
Fair and square = in the process of negotiation must be clear, and for the result for the issue that been negotiated must be good for both side
Solve any issues = between negotiation there must be an issue that arise , that the problem for both side to solve it
Clear and transparent = the negotiation need to be clear and transparent for both side , so there is no advantage or disadvantage for one side , and the process in the negotiation too need clear and transparent
Approved by both parties = this is important , because the issues arise and need to be solve immediately so the result need to be approved by both side
Negative
There must be an argument in negotiation = in the process of negotiation it will be long and pretty sure there will be anger that will be triggered the argument for both side
The situation so intense, because both side have each own preferences = because the process of negotiation is can be long and both side fight for their own purposes , it will be complicated and intense for both parties
Conflict is inevitable = sometimes with negotiation , both side have conflict in the process of negotiation instead of an agreement for both side
Take a long time, because need to combine both sides = both parties fight their own preferences and it will take a long time to match both preferences and get a suitable result
Sometime both side at the end upset by each other= because the process is complicated , the result could be one-sided instead of fair and square and because of that it will be upset for one parties
Sometimes it wont end by one meeting= the purpose of meeting is to reach an agreement and it could be not done by a single meeting
Rabu, 03 Mei 2017
softskill task 5
Softskill
task 5
-
How technology affects communication positively and
negatively ?
In my point of view, this technology give a big impact to
human daily life, and technology have their own advantages and disadvantages
·
Positively
1. Making no barrier between
one to the other. As the time goes on, this technology growing rapidly, once we
cant know what was happened in the west side of earth for the people in east
side of earth, because there are barriers between them. Now because the technology
keep developing every single time, we can know what the other do at the same
time/moment. (connect to internet, mobile phone)
2. Helping human, making
something more easier than before, for example, long long agoo, if we want to
write something for someone, we need to write a letter, and wait for a week, a
month even a year to get the response, but now we can send them a sms,
chatting, or email. We can use anything to give/get information to the one we
want to send.
3. Get the any information
that we want, because the rapid growing of technology, each company or each
people competing with each other to give a best content that they can give to
the reader, and give any , because information is the essential thing that in
communication
·
Negatively
1. It’s the opposite of
making no barrier between one to the other, because the rapid technology,
sometimes make someone close feel yet so far, it happen because, they are busy
with their own and mobile phone
2. Wasting time, because of
technology too, sometimes we use technology unnecessary , we use it too much,
until we forgot the time we spent for it.
3. Its like tersier thing,
because actually we didn’t need it or we already have it, but the new one, or
the new generation are on released so we can resist anymore, we buy one.
Spending money on something expensive and unnecessary.
Why
listening is such big challenge for most people ? Explain by giving answer?
Nowadays, its impossible to see
someone that don’t have a mobile phone, sometimes we could see someone bring
two or three mobile phone at the same times. WHY? Do they need them? Any
precious information or data in them?...”
The
answer is no, sometime they want it because it prestigious , the attention
focus on them , telling to the world they are rich enough because she/he has
more than 1 mobile phone. This is what communication hardly for one person to
another person, the basic purpose for mobile phone , is communicate one to the
other, connectiong people, nowadays so many application, adsvertisement, social
media, that cover them up. And then they are too busy with their social media,
until if they sit next to each other, and face to face, they are still talking
via media social, this is the real sickness that everyone have right now in
every single location of world. But there not all of people like that, most of
it like that , the purpose of communicate to each other now has disappeared,
replaced by anything that the user want, go absorb to it, forget the time,
forget the real situation, and finally, they entering themselves into virtual
life.
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