Assignment 2 Lasa 1 Personal Power, Communication, And Effec

Assignment 2 Lasa 1 Personal Power Communication And Effective Pers

The purpose of this assignment is for you to think about personal power type and how it can influence our ability to negotiate, communicate and persuade others during a negotiation. In this assignment, you will write a research paper (5-6 pages) which will examine communication techniques, the use of power, and how the concepts of effective persuasion are applied to a specific situation. Consider a scenario you have experienced or observed which involved a negotiation, persuasive techniques and balance of power. This could be a situation you experienced at work, home, school, shopping for a big ticket item or even negotiating at a yard sale or flea market.

You may also choose a video clip found on the Internet which involves a negotiation as the basis for this assignment. There is a link to a sample video scenario in the webilography entitled: Workplace Communication. Describe the scenario you are using as the basis for this assignment. The scenario must include elements of negotiation, persuasive techniques, and balance of power. If your selected scenario does not contain certain elements, then use what you have learned from your studies in this course, along with your research, to expand the scenario to include these elements.

Provide a rationale for your choices. If you are using a video, please include the URL in your description. Describe what you believe to be the top three communication issues presented in the scenario. Explain your choices. Identify the sources of power used in the negotiation and explain whether the sources of power were perceived or real. Use examples to justify your response. Describe the relative balance of powers between the parties in the scenario. Assume you were the mediator in the chosen scenario and recommend strategies which might reduce the conflict between the parties. List and describe the top 5 factors you believe should be considered when building an effective negotiation strategy. Explain your rationale for choosing the factors you included. Discuss how persuasion differs from negotiation and describe how each was used in the scenario. Explain if persuasion or negotiation was more effective in the scenario. Justify your response.

Paper For Above instruction

Negotiation and persuasion are fundamental components of effective communication, especially when it involves the strategic use and influence of personal power. This paper explores these concepts through the analysis of a real-world scenario—specifically, a negotiation that occurred during a significant purchase at a car dealership. By examining communication techniques, sources of power, and conflict resolution strategies, this discussion aims to illuminate how power dynamics influence negotiation outcomes and how persuasion differs from negotiation yet complements it in effective communication.

The selected scenario involves an individual negotiating the price of a used car at a dealership. The negotiation process involved several key elements: persuasive techniques such as anchoring and framing, the exercise of different sources of power like expert power and legitimate power, and the balance of power between buyer and seller. The buyer sought to maximize value, while the seller aimed to meet sales targets, leading to a negotiation where influence and persuasion played critical roles.

Three primary communication issues emerged prominently: misinterpretation of offers, emotional responses influencing decision-making, and a lack of clarity regarding the terms of sale. Misinterpretation was prominent when the dealer’s initial price was perceived as non-negotiable, leading the buyer to feel undervalued. Emotional responses—such as frustration—arose when negotiations stalled, potentially clouding judgment. Clarity issues occurred when terms of warranty and additional fees were not transparently communicated, highlighting the importance of clear, honest communication in negotiations.

Sources of power significantly influenced the negotiation. The dealer wielded expert power, based on their industry knowledge and experience, and legitimate power, derived from their authority within the dealership. The buyer's sources of power included personal power—confidence and bargaining skills—and information power, gained through research on market value and vehicle history. Some of these powers, such as the dealer’s legitimate authority, were perceived as real, whereas the buyer’s research-based knowledge was perceived as wielding more actual influence, especially after presenting comparable prices from other dealerships.

The relative balance of power tilted slightly in favor of the dealer early in the negotiation due to possession of the vehicle and institutional authority. However, the buyer’s preparation and informational leverage shifted the power dynamics, demonstrating that knowledge and confidence can enhance one's negotiation power. As a mediator, I would suggest strategies such as building rapport, emphasizing mutual benefits, and exploring alternative solutions like financing options to reduce conflict. Encouraging open communication and establishing mutual trust could foster a more collaborative environment and facilitate reaching a satisfactory compromise.

When developing an effective negotiation strategy, five crucial factors include understanding the other party’s needs, establishing credibility, maintaining emotional control, setting clear objectives, and employing flexible tactics. Recognizing the other party’s needs enables tailored proposals that satisfy both sides, enhancing relationship quality. Credibility, through honesty and consistency, builds trust that underpins successful negotiations. Emotional control prevents impulsive concessions driven by frustration or impatience. Clear objectives guide focus and prevent deviation from goals. Flexibility allows adaptation to new information and changing circumstances, increasing the likelihood of positive outcomes.

Persuasion and negotiation are distinct yet overlapping concepts. Negotiation involves exchanging proposals to reach a mutually acceptable agreement, while persuasion aims to influence attitudes, beliefs, or behaviors directly. In this scenario, the dealer employed persuasive techniques such as framing the vehicle as a valuable asset and using social proof by referencing other satisfied customers. The buyer used persuasion by demonstrating market research and confidence to influence the dealer's perception of the offer’s fairness. Both strategies were utilized to sway the outcome, but negotiation tactics—like making counteroffers—proved more effective in reaching a settlement because they directly addressed the transaction's terms.

Overall, negotiation was more effective in this scenario because it allowed both parties to communicate their interests and find common ground through bargaining. Persuasion complemented this process by shaping perceptions and motivating concessions. The integration of persuasive techniques within the negotiation framework created a balanced approach, leading to a mutually agreeable price. This highlights that in transactional negotiations, blending persuasion with strategic bargaining enhances overall effectiveness.

References

• Fisher, R., Ury, W., & Patton, B. (2011). Getting to Yes: Negotiating Agreement without Giving In. Penguin Books.
• Lewicki, R. J., Barry, B., & Saunders, D. M. (2015). Negotiation. McGraw-Hill Education.
• Thompson, L. (2013). The Mind and Heart of the Negotiator. Pearson.
• Cialdini, R. B. (2009). Influence: Science and Practice. Allyn & Bacon.
• Shell, G. R. (2006). Pricing Strategy: Setting Price Levels, Managing Price Discounts, & Establishing Price Structures. South-Western College Pub.
• Bazerman, M. H., & Moore, D. A. (2013). Judgment in Managerial Decision Making. Wiley.
• Ury, W. (1991). Getting Past No: Negotiating with Difficult People. Bantam Books.
• Rubin, J. Z., & Pruitt, D. G. (Eds.). (1986). Negotiation Research: An Historical Perspective. Journal of Conflict Resolution.
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• Malhotra, D., & Bazerman, M. H. (2007). Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. Bantam Books.