Key Elements of Negotiation

Your response should be at least 200 words in length per question. You are required to use at least your textbook as source material for your response. All sources used, including the textbook, must be referenced; paraphrased and quoted material must have accompanying citations.

Course Textbook 

DeMarr, B. J., & de Janasz, S. C. (2013). Negotiation and dispute resolution (1st ed.). Upper Saddle River, NJ:

Prentice Hall.

Questions

 1. Pat is a passive communicator and uses passive negotiation strategies in all situations. This has started to become a problem at work, and you have been charged with teaching Pat how to become a more effective aggressive communicator. What steps will you take to help Pat learn to negotiate aggressively? What situations are more appropriate for this type of negotiation? Explain the benefits that Pat might realize by being more aggressive in the negotiation process.

2. What role does passive listening play in negotiation? Give an example of a situation where passive listening would be more appropriate than active or attentive listening. Provide a rationale for your response. You can search books, journals, articles, or the Internet for more information.

3. What challenges will you face in a negotiation if you are an external and your opponent is an internal? What steps could you take to approach the negotiation proactively?

4. Give an example of a negotiation where communicating aggressively will be beneficial to a negotiation. Give an example of a negotiation where communicating passively will be beneficial to a negotiation. Make sure to include the pros and cons of each, and discuss the barriers to communication which are associated with each.

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