Communication Strategy Recommendations
Integrative Bargaining
Integrative bargaining requires that the negotiator (Sharon) looks at what the BATNA for each side of the negotiation. Hence, she is aware of Alice’s wants, needs, and options to help her reach an agreement that is beneficial to both parties (Holbrook, 2010, p. 365). By knowing the interests of both sides, Sharon will be able to form solutions that work for both parties. Sharon will have to set aside any personal issues she has with Alice in order to work “side-by-side” with Alice to achieve a resolution that fulfils their common interests (Holbrook, 2010, p. 365).
Sharon and Alice must both be open to hearing and understanding the interests of each other. Hence, they are able to “effectively identify potential options and measures of legitimacy that might satisfy both parties” (Holbrook, 2010, p. 366).
Positive First Impression
Sharon can make a positive first impression by ensuring that she is punctual and professionally dressed without wearing too much makeup, jewellery, or fragrances that could be distracting or “intrusive or unpleasant” to Alice (Opersnik, 2014, p. 42). This will show Alice that Sharon has a vested interest in their meeting and respects her and her time. Sharon should also make eye contact, smile, and stand up to offer a handshake that “should not be too soft and not too firm and not take too long” to make Alice feel welcomed (Opersnik, 2014, p. 43). Sharon should face Alice during the negotiation and keep her arms and hands open with her legs connected but not crossed or too one-sided and touching the ground (Opersnik, 2014, p. 45). This will make Alice feel like Sharon is engaged with the conversation and open and willing to listen to her.
Examples of Effective Overt Communication
Sharon should greet Alice by her name and start the conversation with small talk that is “personally important and enjoyable” to Alice so she feels comfortable and that Sharon is personally invested in her (Opersnik, 2014, p. 44). Once the ice is broken, then Sharon should “emphasize” their common goal or interest for the negotiation so they are both on the same page before starting (Opersnik, 2014, p. 45). Sharon should never raise her voice if the negotiation is not going her way because it will not show Alice her frustration, which could potentially cause Alice to no longer feel comfortable with proceeding (Anthony, n.d.). Sharon should not interrupt Alice when she is speaking or use “jargon that may not be easily understood” by Alice (Anthony, n.d.). This will allow Alice to feel as if her opinion matters by having a voice in the negotiation, and she will clearly understand what Sharon is saying without any confusion.
Location for the Negotiation Session
The negotiation should take place in a neutral place where both Sharon and Alice can sit or stand facing each other (Opersnik, 2014, p. 45). They should be in a location where they can close the door so the negotiation can be done privately without interrupts. A conference room or meeting room at work would be ideal.
Situation(s) when should Sharon use Tacit/Overt Communication
Sharon should use tacit communication throughout the negotiation so she does not make Alice feel as if she is being attacked. But it is especially important to use tacit communication during the first impression so Alice feels as if Sharon wants to be negotiating with her. This will make Alice feel comfortable with the proceeding to negotiate with Sharon.
Sharon should use overt communication to address the reasons why she is negotiating with Alice and to establish their common goal for the negotiation. This will make it so there is no guessing as to why Alice is there.
Compare the Impact of the Overt/Tacit Communication
Overt communication is a verbal form of communication, whereas tacit communication is a non-verbal form of communication. Depending on how Sharon words her statements, they can be taken another way than what she meant if her non-verbal cues do not match what she is saying. Sharon’s body language or tone of voice can mislead Alice or make her feel as if she is being forced to agree to something that she is not okay with. Tacit communication allows Sharon to sell the overt or verbal communication that she is using while trying to negotiate with Alice.
In addition to the recommendations, your instructor will evaluate your participation in the assignment:
Participation: Complete and submit a group member evaluation form during the same week of the workshop. Use this form to evaluate your own and your group members’ performance on the small group assignment. Your review should be objective, fair, and professional.
Your group should come to a consensus of potential recommendations and post this by Thursday so you are able to move on to the next part of the discussion. Then, over the next few days, your group should work together to finalize your list of your top five recommendations by the end of the module week.
You can use these recommendations as you craft Section IV: Communication Strategies of the final project, which will be submitted in Milestone Two.
References
Anthony, L. (n.d.). Effective communication & negotiation. Small Business – Chron.com. Retrieved from https://smallbusiness.chron.com/effective-communication-negotiation-3179.html
Holbrook, J. R. (2010). Using performative, distributive, integrative, and transformative principles in negotiation. Loyola Law Review, 56(2), 359-374. Retrieved from https://search-ebscohost-com.ezproxy.snhu.edu/login.aspx?direct=true&db=edshol&AN=edshol.hein.journals.loyolr56.15&site=eds-live&scope=site
Opersnik, M. O. (2014). The hidden rules of successful negotiation and communication: Getting to yes! [EBSCOhost]. Retrieved from https://web-b-ebscohost-com.ezproxy.snhu.edu/ehost/ebookviewer/ebook/bmxlYmtfXzgwMDI2N19fQU41?sid=29f2447f-73db-482f-a493-9767432bf6c3@sessionmgr102&vid=1&format=EB&rid=1
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Question 
Develop five recommendations that you will propose to Sharon Slade, the chief human resources officer of Netflix.
Communication Strategy Recommendations
Your recommendations should include the following critical elements:
- Incorporate concepts of integrative bargaining (i.e., win-win bargaining or interest-based bargaining). Your goal is to create an environment that increases the likelihood of reaching a mutually beneficial outcome for both parties.
- Identify ways that Sharon can make a positive first impression using tacit communication, such as body language, tone of voice, and so on. Explain your reasoning.
- Identify examples of effective overt communication that Sharon can use in this negotiation. Explain your reasoning.
- Suggest a location for the negotiation session that will create confidence in both Sharon and Alice and a positive basis for the discussion.
- Identify situation(s) when Sharon should use tacit communication. In which situation(s) should Sharon use overt communication? Explain your reasoning.
- Compare the impact of overt and implicit communication in these situations and how they will affect the message Sharon is sending.