The Importance Of Listening And Responding In Effectiveness

The Importance Of Listening And Responding In Effective

Assignment 2: The Importance of Listening and Responding in Effective Negotiation The purpose of this assignment is to highlight the importance of listening and responding in negotiations and to identify ways to improve listening and speaking in various negotiation situations. Consider a situation you observed or participated in where a negotiation occurred. This can be a situation at home as child negotiating a later bed time or a situation at work such as a co-worker negotiating for additional time off. An example of a negotiation is provided in the Webilography and is entitled: Classic Sesame Street: Ernie and Bert Can’t Communicate. * Determine the kind of listening skills used in the interaction of your chosen negotiation. Prepare a 3-5 page paper which addresses the following: Respond to the following: Describe the negotiation you observed or participated in. Explain and describe what parts of the interaction employed effective listening and speaking in the negotiation. Explain and describe what parts of the interaction employed ineffective listening and speaking in the negotiation. Suggest and explain at least two alternative strategies which could have been used to improve communication within this negotiation. Make sure you clearly articulate your chosen negotiation and thoroughly explain each section in your paper. Apply current APA standards for writing style and cite at least 2 references (one of which may be your text book) in your paper.

Paper For Above instruction

The process of negotiation is fundamentally rooted in effective communication, particularly through active listening and responsive speaking. In this paper, I will analyze a recent negotiation I observed between a coworker seeking additional vacation days and the HR manager responsible for approving such requests. This situation exemplifies a workplace negotiation necessitating clear communication, mutual understanding, and strategic listening to reach an agreeable outcome.

The negotiation involved my coworker presenting her case for extra leave, emphasizing her dedication and workload management, while the HR manager listened to her reasons and responded accordingly. Effective listening was evident when the HR manager maintained eye contact, nodded appropriately, and provided verbal affirmations such as “I understand your situation,” indicating attentive listening. Furthermore, the HR was attentive to nonverbal cues, such as tone of voice and facial expressions, which facilitated understanding. Correspondingly, the coworker responded with clarity, providing specific dates and justifications, aligning with active listening practices that involved paraphrasing her needs and confirming her understanding of company policies.

However, certain aspects of the interaction reflected ineffective listening and speaking. For instance, the HR manager, at times, appeared distracted—checking her computer and glancing at her phone—thus displaying inattentiveness which impeded mutual understanding. This created a gap where the coworker’s concerns might not have been fully appreciated, leading to potential misinterpretation. Similarly, the coworker tended to become somewhat defensive when her request was initially challenged, which hindered open dialogue. Her tone shifted from cooperative to defensive, which likely discouraged productive communication and emotional connection.

To improve communication within this negotiation, two strategies could be employed. First, employing reflective listening techniques could have enhanced mutual understanding. Reflective listening involves paraphrasing or summarizing the speaker’s message to confirm clarity. For example, the HR manager could have said, “What I hear you saying is that you need this time off to manage family responsibilities, is that correct?”—which would ensure accurate comprehension. Second, establishing a more empathetic tone from the beginning could have fostered a more cooperative environment. This entails acknowledging the other party’s feelings and showing genuine concern, which can reduce defensiveness and promote openness. For example, the HR manager could have expressed understanding by saying, “I see how dedicated you are to your work and appreciate your efforts; let’s see how we can work together on this.”

In conclusion, effective listening and responding are critical in negotiations to ensure clear communication, mutual respect, and positive outcomes. While elements of both effective and ineffective communication were present in the observed interaction, employing strategies such as reflective listening and empathy could significantly enhance the process. Developing these skills can not only improve individual negotiation outcomes but also foster a culture of open and respectful dialogue within organizations.

References

• Grice, H. P. (1975). Logic and conversation. In P. Cole & J. L. Morgan (Eds.), Syntax and semantics (Vol. 3, pp. 41–58). New York: Academic Press.
• Shell, G. R. (2006). Bargaining for advantage: Negotiation strategies for reasonable people. Penguin.
• Thompson, L. (2015). The mind and heart of the negotiator (6th ed.). Pearson.
• Walton, R. E., & McKersie, R. B. (1965). A behavioral theory of labor negotiations. McGraw-Hill.
• Fisher, R., Ury, W., & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in. Penguin.