Communication & Negotiation Skills Report: SBS MBA/MSc Assignment

This report delves into the critical aspects of communication and negotiation skills, essential for effective performance in various professional settings. It comprises two projects, each featuring multiple case studies designed to enhance understanding and practical application of these skills. Project 1 examines team negotiation dynamics, including factors to consider, information requirements, and decision-making processes. It further explores the skills of negotiation, identifying influencing factors and unconscious elements affecting performance. Additionally, it analyzes negotiation approaches using a systems approach, identifying conflicts and their effects. Project 2 focuses on effective communication in negotiations, analyzing communication breakdowns and conflict resolution strategies. It also explores business relationship scenarios, identifying interests, goals, common ground, and organizational strategies. The report concludes with a synthesis of key findings and recommendations for improving communication and negotiation effectiveness.

COMMUNICATION &
NEGOTIATION SKILLS

Executive summary
The report is focusing on the communication and negotiation skills which must for the
individual to perform their task in effective way. Report is based on the case studies which need
to be answered and discussed in report. The case studies would provide the knowledge regarding
the skills which would improve the communication and negotiation skills.

Table of Contents
Executive summary..........................................................................................................................2
INTRODUCTION...........................................................................................................................4
Project 1...........................................................................................................................................4
Case 1 - Team negotiation...............................................................................................................4
1) Factors need to be considered by Adel for negotiation..........................................................4
2) Additional information required by team members for taking the Final decision..................5
3) How Adel decide whom to take for negotiation.....................................................................5
Case 2 Skill of negotiations.............................................................................................................5
1) Factors which need to be considered for negotiation.............................................................5
2) Identify the what would affect the negotiation options and outcomes...................................6
3) Unconscious factors which would affect the negotiation performance..................................6
Case 3 Approach of negotiation.......................................................................................................6
1) Identify the systems and the subsystems using the system approach ....................................6
2) Identify the conflicts in case and describe each conflict ........................................................7
3) Analyzing the function served or effect of each conflict .......................................................7
Project 2...........................................................................................................................................8
Case 1 Communicating effectively in negotiations ........................................................................8
1) Rules for listening effectively and speaking were broken by jack.........................................8
2) How has Wei handled conflict................................................................................................8
3) If jack dislikes females what communication difficulties would be faced by them...............9
Case 2 Business relationship scenario.............................................................................................9
1) Identify the ranks interest and goals of each party.................................................................9
2) Common ground between both the parties...........................................................................10
3) Strategies which would be used by organization representative .........................................10
CONCLUSION..............................................................................................................................10
REFERENCES..............................................................................................................................11

INTRODUCTION
Communication and negotiation skills are skills which must be their in the person for
working in the effective way. Verbal communication and nonverbal communication is important
for the because to would solve problems of individuals. Through the help of communication
decision-making is quite easy for the individual. The report is concentrating on the
communication and negotiation skills. It includes the case studies which need to be answered in
the report. These case studies are based on the skills and how would the communication and
negotiation skills would be improved.
Project 1
Case 1 - Team negotiation
1) Factors need to be considered by Adel for negotiation
There are various factors which must for the Adel for working in the effective way. Adel
is travelling in Washington for working in the correct way. The factors which must for the
negotiation.
Communication skills
Adel is working in correct way but for negotiation Adel would need the proper
communication skills in verbal for or in the written form. Effective communication would be
need by the Adel for conveying the messages to the person which is front of them.
Communication would bring the confidence among both the team members and these would lead
to the effective working. In the communication the people would speak clearly and these would
let convey the message to the people which are in front of the person. Communication would
build the strong relation between the people which are negotiating with each other (Clohisy,
Yaszemski and Lipman 2017).
Authority
Authority is affecting the process of negotiation and these would also affect the
communication between both the team members. In between both the team members one of them
can be of higher authority and these would affect the negotiation. Higher authority would also
have the higher responsibility as well. Analysation of the responsibility and duties would make
the negotiation success full and these would affect negotiation. Authority is also depended on the
amount of the investment which is given by both the member in the project. Size of the
investment in project would affect the work and the project as well.

2) Additional information required by team members for taking the Final decision
Information and time
Proper information and time is must because these would make the negotiation
successful. Both the team members would have proper information regarding the project and
these would build the good impression, and they would be able to communicate and understand
each other. Team members for negotiation must be conducted and know the value of time. Time
must be set by the team members before only and both the team members must be present their
on time. Proper information and right time would make the negotiation successful (Khan and
Baldini 2019).
Credibility
Credibility is the including the trustworthiness and the expertise. It would include the
objective and subjective matters which would affect the credibility of the people. Trust and
expertise is must in the credibility which would establish strong relation between both the team.
Both of them must know about the what these both team members must communicate with each
other. These would build the confidence of both the team members and these would also build
the trust of both team members on each other.
3) How Adel decide whom to take for negotiation
Adel would decide whom to take for the negotiation and Adel would decide and take the
final decision by the skills and abilities of the team members. An effective team members and
team must have the goals and mission. These team must have the time management skill which
would help the team to complete the project on time. Team must have the effective
communication in between all the team members. Goals for team must be clear and concise and
these would build the confidence of team in the effective way (Marocco Pacella Dell’Aquila and
Di Ferdinando 2015).
Case 2 Skill of negotiations
1) Factors which need to be considered for negotiation
From the above situation of case it would be concluded that the one must go for the
negotiation. There is no storage capacity in the inventory and the production is continued in the
correct way and one has to sell the 100000 units. So one must collaborate with the retail
organization and convince them to buy the products because it would fill the deficits and no
other company would buy then products at the other prices. So one must try to convince the retail

organization to buy the product at the 4 per unit and not 3 per unit. If convinced than it would be
beneficial for the business (Meek 2015).
2) Identify the what would affect the negotiation options and outcomes
In the case of negation two parties are sitting in front of each other and try to get the best
form the meetings. Multiple factors are affecting the negotiation and these factors have the
impact on the outcome of the negotiations. The factors which are affecting the negotiation in the
price of the products and the size of the retailer which is in the meeting and trying to negotiate
with us. If the retail organisation is big it would not affect them and the negotiation would be
done on the basis of their term and conditions and if the organisation is small the negotiation
would be done on our term and conditions.
Buying options which are available for the retailer to buy the product is also the factors
which would affect the negotiation skills. These other buying options would not let the deal sign
on our term and conditions. Facts and circumstances would also affect the business on the large
scale. Because once the business is facing tough time we would not have the option of looking
after the other buyers in market, and we have to sign the deal (Moore Rivera Bravo‐Soto
Olivares and Lawrie 2018).
3) Unconscious factors which would affect the negotiation performance
The unconscious factors which would affect the negotiation on the large scale is the
values and the personality. Values are followed by the organization on the different basis like
some organization would follow the values and some would not follow the values. Every person
is different form each other and these would have the impact on the negotiation. Every person
has the different personality and so different personalty would result in the different issues
between the parties. These would affect the negotiation on the large scale. Beliefs and attitudes
of the people would be affecting the negotiation because every person has its own belief and
values and these would be come between the parties while negotiating.
People have their attitude and that attitude could be ego or the attitude which is gained by
themselves and the that attitude is worth it. So different attitudes of the people which would
affect the negotiation and it would also result in the rise in conflicts between the parties.

Case 3 Approach of negotiation
1) Identify the systems and the subsystems using the system approach
The system approach is the management concept and the interconnected system and
business sections. The systems would include the raw material and the funds and technology.
Management process would include the process of the management and technology and outputs
as well. The feed back system would include the information and data, these all would be
correcting the input aid and the which would correct the errors which are fund in the conflicts
(Siriwardane Low and Blietz 2015).
The subsystem would include the sales, admin and finance as well. These all the
departments are linked to each other and by that work they would run in the effective way. All
the subsystems need to be run in the effective way and these would also include the subsystems.
Marketing department would need to analyze the customers need and then the information
provided it the production department and these would make the product as per the need of the
customers. In the case EFC corp is behind in paying the fees to the ADHL.
2) Identify the conflicts in case and describe each conflict
There are various conflicts which are being rising in organization because in organization
many departments are working together and these would raise the conflict among the
departments which are working in organization. Conflicts are the issues which are rise
organization because of the miscommunication or any other problems. Majority of the conflicts
are rising because of the miscommunication among the people which are working in the
organization.
Majority of conflicts are rising of the miscommunication and the diversity of issues as
well. Incompatible goals would also rise the conflicts among the employees which are working
in organisation. In the case described above it would be stated that the values and belief would
increase the subsidiaries company have not paid the fees form the 3 month and these would rise
the conflict among the people which are working in the organization. EFC corp has not paid the
fees from the 3 month to the ADHL and so the employees and companies would face issues
while working together.
3) Analyzing the function served or effect of each conflict
Company is following the group behavioral approach and it is concentrating on the
Behavior of the individuals. Behavior of the person is changing and it is different when the

person is working in the team projects and these would rise the conflicts. In team projects all the
people involved does not have the same thinking and some behavior some are violent and some
are not collaborative. In these case the systems would run according to the group behavior
approach which would be concentrating on the behavior of the individuals. The system is
running according by collaborating with each other.
Project 2
Case 1 Communicating effectively in negotiations
1) Rules for listening effectively and speaking were broken by jack
The rules for listening effectively and many other rules are broken by the jack. Jack has
broken the rules like the body language is not maintained. Body language and the time of
speaking is must because time of communication would hurt the person which would hear the
communication. Other than body language the person which is conveying the messages must let
convey them message and let them finish what they want to speak. Individual must ask the
questions which are not understood and try to solve the problems and it is the responsibility of
the person which would hear the problems to answer the questions and try to solve the problems.
In the same situation I would recommend listening actively. I would be politely listening
to the person and then try to answer the questions which were asked by them. While
communication, I would be facing the person who in the front of theme and when I am trying to
communicate. In the communication process eye contact is important because it would show the
confidence of the person which is communicating with me. I would be facing to the jack and
then try to answer the questions which were raised by jack.
2) How has Wei handled conflict
Wei has handled the conflict by the way of the quitting the job and these would affect
have affected the training programs. In the case jack was hired before just two months and these
would affect ms lee which would affect the because jack was not having the knowledge
regarding the training programs, and he was not communicating to them ms lee with the respect.
Ms lee also believed that the credential are quite appropriate and impressive.
In the case I would be able to look after the training programs and try to calm jack and
then try to explain my self in the correct way. The good practices would include the activity
listening and effective communication. In these I would be listening to the problems and then try
to react on the situation given and these would also have the impact on the jack and the given

situation. I would be sharing the news to the jack relating the client have agreed to pay double
for the project. These practices would have direct impact on the employees and also before the
people which are working in the organisation (Dickson Hargie and Morrow 1996).
3) If jack dislikes females what communication difficulties would be faced by them
Jack must look after the listening skills and try to have the patience while working. Jack
must look after the behavior of him towards the female employees which are working in the
organization. Jack and ms lee are facing the problems in communicating with each other, and so
they both most try to solve the problems and also try to communicate with each other which
would solve the problems between both of them.
Jack would, listen to the employees and also listening to the female employees because if
not the female employees would respect jack, and they would also file the complaints regarding
the jack to the higher authorities. So jack must respect their employees and also female
employees as well. Jack would also focus on listening skills and maintain the patience in the case
of the problems. Communication difficulties would rise the conflicts between the employees in
the organisation and these would affect the company performance. Jack must also try to
communicate with the other employees with the verbal communication these would build the
strong relation between the employees which are working in the company (Cegala Marinelli and
Post 2000).
Case 2 Business relationship scenario
1) Identify the ranks interest and goals of each party
Both the parties which are working with each other would have the interest and goals
which is regarding the organization. The goals have functional interest would include the
effective functioning of the people and the effective coordination of the employees which are
working in the company. As per the case twenty employees are working in the company and
these twenty employees would be taken to the site for working in the effective way and it would
take time period of nine months. So these both the parties are concentrating on function how to
work and how to maintain the coordination among the employees which are working in the
company (Widman, and et.al., 2016).
Functional interest would be divided among the employees and the work on the basis of
the work which is to be completed by them. Function would be divided on the basis of the
interest of the work which is going to be done in the project. Effective communication and

regular meetings would solve the problems in organisation and these would build the interest of
the employees which were involved in project for completing the work (Thompson Ebner and
Giddings 2017).
2) Common ground between both the parties
Common ground between both the parties would include the points in the deals which are
agreed by both the parties. When the deal is occurred there are some terms on which both the
parties have agreed and in some case there are some grounds on which both the parties have not
agreed. so the terms on which both the parties have agreed is the common grounds in the project.
In the case both the parties are working for the time period of nine months and so these
parties have agreed to stay at the apartments instead of staying at the hotels for the long period.
Effective communication would bring the common grounds because of the communication is not
effective the parties would not be working in the right way under one roof. Effective
communication would not only bring the com on grounds but due to the effective communication
these both the parties would come together on that points also which were not agreed by both of
them. In these type of case both the companies would work in the effective way (Thomas 2018).
3) Strategies which would be used by organization representative
There are various strategies which would be used by the organization Representative is
the cost-cutting strategies. These strategies would also include the cost on the living if the
employees for the period of the nine months. These would also include the decrease in the cost of
the products and the decrease in the cost of the living which would be occurred when the
employees would be living at the hotel. Expenditures would be lowered and the focus is on the
employees which are working in the company. Time strategies are also used by the employee for
working in the effective way.
Apartment representative would be using the strategies to increase the business and gain
profits. The apartment representative is using the strategies for gaining the profit and for findings
the new customers which would increase the business. Unprofitable working structure would
result in the gaining high profits at the large scale. In the case the employees are living at the
apartments and in these case both the parties want the gain the rifts one by decreasing the cost of
the living of employees and one by providing the rooms at the rent for living in apartments
(Sunindijo 2015).

CONCLUSION
From the abortive report it would be concluded that the communication and negotiation
skill are important for employees which would carry the work in the effective way. Effective
communication would not raise the conflicts among the employees and these would not affect
the business. For effective communication listening skills are must and also the communication
language and tone would affect the person which is listening to them. Ineffective communication
would rise the conflicts and these would affect the working of the company. So in process of
communication and negotiation the person must be communicating with each other by the way
of the eye to eye contact. These would show the confidence of person to the other person which
is in front of them. The report is based on the case study and these would include the
communication techniques and the strategies.

REFERENCES
Books and journals
Clohisy, D.R., Yaszemski, M.J. and Lipman, J., 2017. Leadership, communication, and
negotiation across a diverse workforce*: an AOA Critical Issues Symposium.JBJS.
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Khan, M.A. and Baldini, G.M., 2019. Global Business Negotiation Intelligence: The Need and
Importance. In The Palgrave Handbook of Cross-Cultural Business Negotiation(pp. 3-
16). Palgrave Macmillan, Cham.
Marocco, D., Pacella, D., Dell’Aquila, E. and Di Ferdinando, A., 2015. Grounding serious game
design on scientific findings: the case of ENACT on soft skills training and assessment.
InDesign for Teaching and Learning in a Networked World (pp. 441-446). Springer,
Cham.
Meek, J.A., 2015. Win-Win Negotiation. Clinical Nurse Specialist. 29(3). pp.145-146.
Moore, P.M., Rivera, S., Bravo‐Soto, G.A., Olivares, C. and Lawrie, T.A., 2018. Communication
skills training for healthcare professionals working with people who have cancer.
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Journal of Accounting Education.33(4). pp.332-347.
Sunindijo, R.Y., 2015. Project manager skills for improving project performance. International
Journal of Business Performance Management.16(1). pp.67-83.
Thomas, N., 2018. How to Design and Conduct Negotiation Simulations in Contract Drafting
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Thompson, J., Ebner, N. and Giddings, J., 2017. Nonverbal Communication in Negotiation.
Widman, and et.al., 2016. ProjectHeartforGirls. com: Development of a web-based HIV/STD
prevention program for adolescent girls emphasizing sexual communication skills.
AIDS Education and Prevention. 28(5). pp.365-377.
Cegala, D.J., Marinelli, T. and Post, D., 2000. The effects of patient communication skills
training on compliance. Archives of Family Medicine. 9(1). p.57.
Dickson, D., Hargie, O. and Morrow, N., 1996. Communication skills training for health
professionals. Chapman and Hall Medical.