Document Type

Paper

Publication Date

Spring 2023

Abstract

The communication concept of negotiation is prevalent in our world today, and it is especially evident in the workplace. To be successful in navigating relationships within the workplace, employees must possess negotiation skills. Conflict is inevitable, so the ability to see the other party’s perspective and loosen your hold of positions is essential in negotiation. Negotiation should be less about argumentation and “winning” and instead it should be more about mutual gain. Trust and power differences in supervisor/subordinate relationships play a role in negotiations and, formality in these managerial relationships does not always mean more productive problem solving. Researchers discovered that even in a part-time job held by college students, negotiation about their role matters. Discussing taking on more responsibilities enriches the students’ experiences more than if they would have gone through the motions day to day taking orders. Building relationships clearly helps in that it aids in more streamlined negotiations. Integrative negotiation is a topic investigated in both negotiation literature and the popular professional text, Getting to Yes; however, they do not use the same language surrounding the idea. Integrative negotiation is all about joint gain through what information is shared, what desires are revealed, and what is agreed upon. Workplace flexibility has been a poignant topic since the COVID-19 pandemic, as companies switch over to more remote work formats. Flexibility is something more workers are willing to negotiate with their managers. Negotiation training and reading the text Getting to Yes could serve young professionals landing their first jobs as well as seasoned workers with decades of experience in their industry.

Notes

Course: COM 486, Senior Paper Development (Prof. Timothy Berkey)

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