CHAPTER 18

Communication for Effective Negotiations

“I’ll make you an offer you can’t refuse!”

—Vito Corleone in The Godfather

Upon completion of this chapter, you should be able to:

1. Explain the negotiation process.
2. Understand the factors affecting negotiation.
3. Know about the subjective factors that affect negotiation outcomes.
4. Understand the stages in the negotiation process.
5. Identify different skills of initiating, discussing, and concluding the process of bargaining.
6. Know how to handle deadlocks.

COMMUNICATION AT WORK

Anil and Manav are friends. They are trying to decide whether to go to the cinema or watch a cricket match.

Anil: You are coming to watch the cricket match with me today, aren’t you?

Manav: No. I really don’t want ...