Communication skills - Assignment PDF

NEGOTIATION SKILLS 1
NEGOTIATION SKILLS
Negotiation Skills
Student’s Name
Professor’s Name
City/ State
Course
Date

NEGOTIATION SKILLS 2
Negotiation Skills
Introduction
Negotiation can be described as the process of forging an agreement between two parties
for mutual understanding where there is party that will give and the party will take (Ting‐
Toomey,2017, 14). It is not compulsory for both the parties that are in a negotiation to have a
neutral meeting place where they can transact their business operations because one of the parties
may have more leverage the other party. The process of negotiation may involve formal
agreements and documentations such as contracts that have to be availed for the purpose of
confidentiality and trust during the transactions of the business. Nevertheless, less formal
understandings may erupt during the process of negotiation and the course of action or remedy
for the problem has to be determined to avoid any sort of inconveniences and satisfaction.
Currently, the job markets and opportunities in place require candidates with desirable
negotiation skills which require a collection of communication and interpersonal skills thus will
add value to the company that an individual want to be hired. Generally, this essay illustrates that
in any working place finding an individual with a good negotiating ability is one of the key
solutions and predictor for a successful workplace and investment. These negotiation skills can
be more beneficial in solving problems and any differences that may emerge between different
companies thus it’s vital in majority of the organizations since it creates a good relationship
between parties.
Criteria in Selecting Negotiators
In majority of the real estate companies, having a good real estate agent is very crucial
since he play a key role for successful real estate transactions and is recommended by a larger
percentage of real estate owners and companies. These means that it is very significant to locate

NEGOTIATION SKILLS 3
a good real estate negotiator thus the company must put these strategies into consideration when
selecting a real estate negotiator. Seef properties that are real estate developer in Bhrain puts this
into consideration before making any attempt to hire a real estate agent hence ask the following
questions to evaluate some back ground checks on the real estate negotiator. Firstly, the
experience that the real estate broker has and these will enable the company to understand how
the negotiator knows the local market and the kind of properties it entails. The broker should be
able to illustrate the Price fluctuations of properties in the region and the desirable property that
has high demand in the locality. The real estate negotiator has to have all the information on his
finger tips and be able to back it up with data and provide substantial evidence that will support
his statements (Thompson and Thompson, 2001, 19). Furthermore, it is important that the
negotiator to be versatile and be able to understand the psychology of the market to avoid being
easily manipulated by other individuals.
Seef property will try to find out the market plan for the negotiator before hiring him to
ensure that properties will stand out among other real estate planners. Thus the broker has to
have creative and innovative ideas that have proven to be effective in the past such as special
events and blogs since digital marketing is very crucial and effective. The real estate developer in
Bahrain will need to know the channel that the negotiator will keep him informed on his
routinely progress that can be either through phone, text or email since communication is very
vital tool in marketing. The amount of commission is also a key aspect that the developer will
need to inquire from the broker, for him to be able to view the budget and be clear on the related
sales expenses that may emerge from the broker’s commissions.
Seemingly, before hiring the negotiator Seef real estate will get know how connected he
is within the organization and real estate field. These is because seasoned negotiators always

NEGOTIATION SKILLS 4
have a solid connection with other real estate professionals like the real estate photographers and
lawyers and the negotiator can recommend to the company those professional stagers that can be
trusted and also speed up the sale of the property. Finally, the developer love to be given a
reference list that comprise the recent names of clients that may be interested in Seef properties
real estate transactions. Additionally, the real estate developer before making his final verdict
and decision on picking the negotiator, it is important for him to know the availability of the
broker thus if the negotiator is flexible and works full time thus these will show the level of
seriousness in him.
Negotiator Training
Seef property has established a training academy to incorporate learning programs that
will ensure seef agents remain extraordinary, unique and very competitive in arid changing
market environment. The courses the agents engaged in comprises of Estate Agency
Administration, business mathematics that elaborate business principles and communications,
the EAAB Code of Conduct and Ethics, money laundry legislation and implication of
accountable transactions with the clients and lastly the Financial Advisory and Intermediary
Services Act that has great influence in specific sector of finance. The negotiators are then
required to seat and pass for Professional Designation Exam at the end of the training period.
Nevertheless, I recommend that there is need to improve on the delivery of knowledge
during the Seef property training periods by involving other professional bodies that can aid in
the practical part of the agency, for it not to be theoretically based. These will enable the agents
to be able to attain a good understanding and management skills in the real estate financial
sector. Thus the training has equipped the agents with the ability to give open professional

NEGOTIATION SKILLS 5
guidance and information to the clients so that they can reach the real estate outcomes by seeking
expert analysis and the application of the variables in the market place. (Thompson, 1990, 98).
Pre – Negotiation Process
Seef property has agents who facilitate the process of negotiation and thus the negotiation
process includes preparation, discussion, clarification of goals, being able to negotiate towards a
win- win outcome, agreement and implementation of course of action. preparation is core during
negotiations thus there is need to decide on when and where the meeting will take place and the
people who will be in attendance of the meeting to discuss and solve a problem that may have
emerged (Babcock and Laschever, 2009,14). Thus the organization has policies that regulate the
negotiation process and has to be adhered since it will prevent any conflict from erupting due to
disagreement (Lee and Ou-Yang 2009,78). On the other hand, discussion is also vital during the
negotiation process and the key skills that should be considered are listening, questioning and
clarification. It is recommended to take notes during the discussion stages to note down key
points that may need further clarification during negotiation. In Seef property negotiation, there
is need for clarification to settle on interest, goals and viewpoints on both the parties that lead to
the disagreement. Clarification is essential since it will help to create common back ground
without any kind of misunderstandings. Critically, a win- win outcome is vital during the
negotiation thus both parties that are involved in the negotiation will feel that they have gained
something that positively impacts them (Brown and Johnstone, 2009,65).
Agreement is essential during negation hence can be achieved by getting to understand
the interest and viewpoints of both parties thus acceptable solution established. Finally, putting
into action what has been agreed upon in order to reflect the decisions that have been made by
the two parties ( Fisher and Patton, 2011,31)

NEGOTIATION SKILLS 6
Despite, Seef properties following those negotiation processes it still encountered some
challenges that needed improvement for the negotiation process to be efficient. (Williams,
Farmer and Manwaring, 2008,23). Therefore, I recommend that there is need for the company to
ensure that the agents that facilitate the negation a have good communication skills and thus
cannot trigger violence during discussions due to inability to control their emotions. It is
recommended that all the negation process in Seef properties real state to be fruitful thus create
good client relationship with the company.
Post -Negotiation Review Process
Seef properties incorporate post negotiation procedures that ensures the implementation
and monitoring of the negation outcome that was settled on during the negation process. Firstly,
the implementation process gives assurance that the provisions of the agreement are cried out
respectively. Thus for these process to be effective, responsibilities can be assigned to the
existing government agency, the party that was not involved in the negotiation, party that was
involved during the negation process and the new groups that may be established for the core
purposes of implementation (Campbell, 2007, 947). Often, the people that have been assigned
with the tusk of implementing what was being negotiated are different from the people that were
involved in negation process and problems may emerge since the group that has been assigned
for the implementation may not have the understanding of the terms of the agreement that were
initially engaged in by both parties. The implementation requires legal binding or law thus
administrative action can be taken by governmental agencies.
Consequently, the monitoring process involves keeping track of the compliance and
evaluating the final outcome. Monitoring process addresses the questions of whether the
agreement will produce a favorable outcome and if the parties will live up to their commitments.

NEGOTIATION SKILLS 7
This process is fundamental since it address the issue on the eventuality if one of the parties’
breaches the agreement since within an agreement lays a seed that may lead to a next
disagreement. Distrust is major factor in majority of the natural conflicts that should not be
ignored or denied even though good efforts have been initiated in the entire negotiation process.
It is important to review the post negotiation process thus it enables Seef property to be
able to determine the future eventuality in case of breach in the agreement and proper solution
enacted in case of the occurrence (Lewicki, et al. 2011,74). Thus the company will be able to
determine and find solution if expected beneficial outcome does not come to pass and if there is
emergence of a negative outcome that is unexpected. Generally, post negation process is
essential and has proven to be beneficial towards the progress and prosperity of Seef real estate
property.
Sample of Negotiation Process
Negotiation is based on the basis bargaining and convincing power of both parties thus a
sales agent and a negotiator for the Seef property have engaged and encountered different groups
and people who have gained interest in real estate thus getting to solve their critically issues.
There was a family that moved in to town and had not found a perfect house to buy and settle in
it. The family had found a seller for an apartment that amounted to $500,000 which was too
much for the family to afford since they had done some back up research of the prices of houses
and learnt that the seller wanted to exploit them. Eventually, the same family came found one of
my blogs on the internet marketing platform concerning the Seef real estate and decide to contact
me via my email. I picked a good spot that was neutral so that we could have a meet up and
negotiate on the price of the apartment. Due to my good communication skills and ability to
solve problems we come up to an agreement after long periods of conversation. Both of us come

NEGOTIATION SKILLS 8
to an agreement of a fair price of $ 425,000 real estate apartment that was put into action after
the conclusion of the negotiation process. Additionally, post negation processes were followed
later on to ensure that the agreement that was established in form of signed contract was not been
breached and incase of any problem that may arise to be resolved with much speed.
I believe that these negation process on behalf Seef properties could be made better and
much easier if the company could incorporate a third party during the negotiation process that
may resolve issues in scenarios when there is no mutual understanding between the two parties
that are actually involved in the negation process. The third party can be a government
organization that will also introduce the aspect of legal formality and trust during the negations
engagements.
In conclusion, negotiators play a key role in majority of the real estate companies in the
globe and Seef property real estate developers provide a tangible evidence to back up these
statements. Hence the company being able to invest on its agents by establishing training
facilities and programs is one of the core factors that will contribute to the success of real estate
Company thus making it to be outstanding amount the rest.

NEGOTIATION SKILLS 9
References
Babcock, L. and Laschever, S., 2009. Women don't ask: Negotiation and the gender divide.
Princeton University Press.
Brown, H.L. and Johnstone, K.M., 2009. Resolving disputed financial reporting issues: Effects
of auditor negotiation experience and engagement risk on negotiation process and
outcome. Auditing: A Journal of Practice & Theory, 28(2), pp.65-92.
Campbell, J.L., 2007. Why would corporations behave in socially responsible ways? An
institutional theory of corporate social responsibility. Academy of management Review, 32(3),
pp.946-967.
Fisher, R., Ury, W.L. and Patton, B., 2011. Getting to yes: Negotiating agreement without giving
in. Penguin.
Lee, C.C. and Ou-Yang, C., 2009. A neural networks approach for forecasting the supplier’s bid
prices in supplier selection negotiation process. Expert Systems with Applications, 36(2),
pp.2961-2970.
Lewicki, R.J., Saunders, D.M., Minton, J.W., Roy, J. and Lewicki, N., 2011. Essentials of
negotiation. Boston, MA: McGraw-Hill/Irwin.
Thompson, L., 1990. Negotiation behavior and outcomes: Empirical evidence and theoretical
issues. Psychological bulletin, 108(3), p.515.
Thompson, L.L. and Thompson, L.L., 2001. The mind and heart of the negotiator (Vol. 3).
Upper Saddle River, NJ: Prentice Hall.
Ting‐Toomey, S., 2017. Identity negotiation theory. The International Encyclopedia of
Intercultural Communication, pp.1-6.

NEGOTIATION SKILLS
10
Williams, G.R., Farmer, L.C. and Manwaring, M., 2008. New technology meets an old teaching
challenge: Using digital video recordings, annotation software, and deliberate practice techniques
to improve student negotiation skills. Negotiation Journal, 24(1), pp.71-87.