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:
- Explain the negotiation process.
- Understand the factors affecting negotiation.
- Know about the subjective factors that affect negotiation outcomes.
- Understand the stages in the negotiation process.
- Identify different skills of initiating, discussing, and concluding the process of bargaining.
- 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 ...
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