Asked by Konner Powers on Apr 26, 2024
Verified
Why are negotiating skills useful for managers? What should a manager do to become an effective negotiator?
Negotiating Skills
The set of abilities required to reach agreements or compromises between parties with differing interests.
Managers
Individuals who are responsible for planning, organizing, leading, and controlling the work of a team to achieve specific organizational goals.
Effective Negotiator
An individual who has the ability to successfully navigate negotiations by reaching agreements that benefit all parties involved through skills such as communication, persuasion, planning, and problem-solving.
- Differentiate between distributive and principled negotiation and understand the principles guiding each.
- Understand the significance and methods of active listening and constructive feedback in contributing to successful team participation and negotiation.
Verified Answer
A manager can become a skilled or effective negotiator by learning to follow the rules of principled negotiation, which include the following: separate the people from the problem; focus on interests, not on positions; generate many alternatives before deciding what to do; and insist that results are based on some objective standard. A skilled negotiator also recognizes and avoids the following common negotiation pitfalls: falling prey to the myth of the "fixed pie"; non-rational escalation of conflict; overconfidence and ignoring others' needs; and too much telling and too little hearing.
Learning Objectives
- Differentiate between distributive and principled negotiation and understand the principles guiding each.
- Understand the significance and methods of active listening and constructive feedback in contributing to successful team participation and negotiation.
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