Chapter 1 Define the Art of Communication Outline  Introduction to the topic • Why negotiation skills are integral to success • The importance of negotiations in developing partnerships  Overview of the text chapters Ride the Ride  Negotiations are as varied as roller-coasters  How to survive and prosper – using strategies, tools & techniques will be explored in this class Changing Nature of Business Today  Intensifying competition  Increased knowledge & expertise among business people  Changing expectations Approach for Business Today  Various Descriptors • Strategic Alliances/Partnerships • Relationship Marketing  Characterized by: • Closer and more integrated ties between organizations • Collaborative 2-way communication • More business with fewer suppliers Skills necessary for business  “Key skills will be the ability to win friends and influence people at a personal level, the ability to structure partnerships, and the ability to negotiate and to find compromises. Business will be much more about finding the right people in the right places and negotiating the right deals.” Charles Handy 2002 Negotiation Defined  Process involving interested parties who • Resolve disputes • Identify courses of action • Engage in bargaining for win/win outcomes • Involve individuals or groups  Is pervasive throughout one’s life Focus of Text  How successful negotiation alliances are formed  Emphasizes language and the talk of negotiation  Engagement connotes the active nature of negotiation begun with an invitation made by interdependent parties to grapple with shared concerns Characteristics of a Skilled Negotiator  Mindfulness – alert to subtle changes or differences  Active and effective listener  Keen observer  Always prepared  Versatile and flexible in their communication style Overview of Text  Chapter 2 – Importance of versatility  Chapter 3 – Steps in the intelligence-gathering stage of negotiation  Chapter 4 – Development of goals  Chapter 5 – Ethics in negotiations  Chapter 6 – Persuasion  Chapter 7 – Types of persuasion  Chapter 8 – Power  Chapter 9 – Conflict  Chapter 10 – Cross-cultural negotiation . in their communication style Overview of Text  Chapter 2 – Importance of versatility  Chapter 3 – Steps in the intelligence-gathering stage of negotiation  Chapter 4 – Development of goals  Chapter. Chapter 1 Define the Art of Communication Outline  Introduction to the topic • Why negotiation skills are integral to success • The importance of negotiations in developing partnerships  Overview. 4 – Development of goals  Chapter 5 – Ethics in negotiations  Chapter 6 – Persuasion  Chapter 7 – Types of persuasion  Chapter 8 – Power  Chapter 9 – Conflict  Chapter 10 – Cross-cultural