Component 2: Characterized By A Spirit Of Inquiry

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Component 2: Characterized by a spirit of inquiry.
1) Communication as an exchange characterized by a spirit of inquiry involves getting to know what the other party’s interests are. Thus, effectively getting to the essence of what they are wanting out of a negotiated agreement, and where they stand presently on the issues. To best describe this component of the communication as a negotiated exchange model we decided on two concepts that we feel fully explain how one would find “Where are You?” in a negotiated exchange. First, concept 30: E/R/A- Empathy, Reflection, and Arguing for Self as three components of communication episodes. Empathy is essential in a negotiation. You must understand where the other party is coming from to know where
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In a negotiation you constantly want to find additional information about the other party. There are always more details to be revealed or something that can be clarified on their interests. Utilizing concept 42 is the way to effectively gain more information. Silence is powerful in a negotiation. The less you say, the more you force the other to speak. You must know when to speak, and when to be silent. Too much silence can come off as cold, and can discourage the other party to want to make a deal with you. Utilizing silence correctly may force your counterpart to give you a little more information than they expected to. Probing and testing is also essential in finding out where the other party is. Forcing the party to answer questions that cannot be satisfied with a simple yes or no will force them to reveal more information. Through this process you will receive more detailed information that will reveal their interests and limits. Also, when the other party sets limits for the negotiation such as venue or even a certain time this can challenge the power dynamic of a negotiation. When the other party sets limits on a negotiation, they might be trying for an influence of power in the …show more content…
Even if you know your strategy and have excellent techniques, sometimes the deal is just not going to be made. One of the hardest things that you need to be able to do as a negotiator is stay with no (45). We have been taught for most of our lives that getting a no is equal to failing. In negotiations, this is far from true. Negotiations are about coming to an agreement or making a deal. In this case, both yes and no should be equal outcomes, and you as a negotiator shouldn 't feel pressured to either one. There are situations where concessions cannot be made and compromise cannot be made, so your answer to the other side 's offer must be no. This is something a lot of people struggle with. Once you have decided to decline the other party 's offer, you have to be sure and stick to this position. Do not show reluctance or tentativeness when saying no, you have to be strong in your position and prepared to give true reasoning for why you chose this path. Stay neutral with your no and do not let the decision become emotional or personal. Giving good reasoning behind your choice is a good reinforcer both for yourself the other party. However, be careful when saying your reasons aloud, that the other side of the negotiation does not mislead you with empathy. To keep you from sticking with your no, your opponent may try to get you to change positions by showing empathy, even when it is not true. Be sure and know your triggers and be aware

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