Page 119 - DENG401_Advance Communication Skills

Advanced Communication Skills

Notes
Figure 5.5: Effective negotiation do’s and don’ts

Caselet

onsider a supervisor who needs to negotiate with a job applicant. The supervisor
might discover the job applicant is not interested in paternal leave. The job applicant
Cmight assert "Rs. 50,000 per year is not enough; I would prefer Rs 60,000". The
supervisor could then offer "I can give you Rs 55,000, but then I will have to remove
paternal leave". The job applicant is more likely to agree with this offer compared to the
same proposition but without any reference to the paternal leave.
Individuals are sometimes willing to pay more for some product or service, such as pay
TV, if irrelevant features are excluded, such as channels they do not like. For example, they
might be willing to pay Rs 4000 per month for five channels they like, but only Rs 3000 for
the same five channels coupled with a wrestling channel they do not like.
This tendency arises because individuals often consider the extent to which a product or
service matches their idiosyncratic needs to evaluate its utility. Indeed, if individuals are
informed that most customers enjoy the wrestling channel, they feel unique in their
aversion to this sport. Hence, they feel that a package in which wrestling is excluded is
particularly consistent with their idiosyncratic needs and they will, therefore, pay more
for this option.

5.5 Managing Conflict

As we all know To be a safe and predictable person for those around you at work and at home,
it is essential that you are able to maintain your composure when you feel like your ‘buttons’ are
being pushed. This strength will help you to achieve your goals in business as well as your goals
for your personal relationships. When people work together and depend on each other to get
their jobs done, conflicts are inevitable, but not necessarily counterproductive. Disagreements
and misunderstandings are a normal part of every workplace.

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