CV (Tugas Softskill)

Inggrid Diani Prihastari

15614342

3SA01

Tugas Softskill-Negotiation

NEGOTIATION IN BUSINESS COMMUNICATION SKILL

What is negotiation?

Negotiation is a formal discussion between people who are trying to reach an agreement. The people who usually do negotiation are group or organization

What are negotiation styles? Explain!

There are five long-recognized styles of negotiating which characterize both approaches to resolving disputes or making deals and the default approach taken by each individual to negotiating.  These styles can be thought of as means for achieving negotiated outcomes as well as a categorization of individuals negotiating.

1. Avoiding

• Primarily concerned with avoiding intra-personal conflict
• Is useful when the the stakes of a negotiated outcome are not worth the INVESTMENT of time or the potential for igniting conflict
• Characterized by sidestepping, postponing, and ignoring the issue or situation
• Effective when avoidance of the situation or issue does not greatly affect the relationship and short term task is not important to either party

2. Accommodating

• Primarily concerned with the relationship between the parties
• Easily gives the other side concessions in hopes of strengthening the relationship, but often gives away too much too soon
• Tend to neglect their own needs in favor of helping the other side get what they want
• Effective when long term relationship is important and short term task is not important

3. Compromising

• The style falling between accommodating and competing
• Useful when time is a concern or there is a strong relationship between the parties
• Requires concessions from both sides to find agreement
• Does not focus on legitimate or fair standards for settlement and instead utilizes “Meet in the middle,” or “Split the difference” solutions

4. Collaborating

• Focuses on using problem solving methods to create value and discover mutually satisfactory agreements
• Utilizes the creativity of both parties to find solutions to both sides’ interests
• Tend to be assertive about their needs and cooperative with the other side
• Effective when long term relationship is important and short term task is important

5. Competing

• Primarily concerned with achieving their own goals regardless of the impact on others
• Views negotiation as a win/lose rather than a problem solving activity
• Often utilize manipulative tactics such as attacks, threats, and other aggressive behavior to achieve their objectives
• Effective when long term relationship is not important and short term task is important

Explain the negotiation process!

These are the negotiation process:

1. Preparation

• Preparation is instrumental to the success of the negotiation process. Preparation involves the following activities:
• Gathering Information: One needs to learn as much as one can about the problem and ascertain what information is needed from the other side.
• Leverage Evaluation: Evaluation of one’s leverage and the other party’s leverage at the outset is important because there may be a number of things one can do to improve one’s leverage or diminish the leverage of the other side.
• Understand the people involved: It is important to know the people with whom the negotiation is to take place.
• Rapport: It is helpful to establish a rapport with the opponent during the early stages, that is, before the bargaining process begins is helpful. This was, one can determine early on how cooperative the opponent is going to be.
• Know your objectives: Clarity of objectives is absolutely essential. It needs to be decided in advance how much you are willing to concede to the opponent and what your priorities are. All arguments and justifications should be ready.
• Type of negotiation: Anticipate the type of negotiation expected, that is, ascertain whether it will be highly competitive, cooperative or something unusual; whether the negotiation will be face to face, by fax, through a mediator, or in some other manner.
• Plan: Decide on the negotiation approach and plan accordingly.

2. Opening

Here the two sides come face to face. Each party tries to make an impression on the other side and influence their thinking at the first opportunity. This phase is important because it sets the tone for the negotiation to a large extent. It involves both negotiating parties presenting their case to each other.

3. Bargaining

The bargaining involves coming closer to the objective you intended to achieve when you started the negotiation. In this phase, the basic strategy is to convince the other side of the appropriateness of your demands and then persuading the other party to concede to those demands. For this, one needs to be logical in one’s approach and frame clearly-thought-out and planned arguments.

4. Closure

The closing of a negotiation represents the opportunity to capitalize on all of the work done in the earlier phases. The research that has been done in the preparation phase, combined with all of the information that has been gained is useful in the closing phase. It also involves the sealing of the agreement in which both parties formalize the agreement in a written contract or letter of intent. Reviewing the negotiation is as important as the negotiation process itself. It teaches lessons on how to achieve a better outcome.

What are the characteristics of negotiation?

1. Leave little to chance.

Win/Win negotiators know this: everything that can go wrong just might. Negotiation is a dynamic process with numerous moving parts, all of which are negotiable. They expect the unexpected and prepare accordingly:

• Who am I negotiating with?
• Why are we negotiating?
• Where is the best place for the negotiation to take place?
• What is the timeframe for the negotiation?
• How will I manage the negotiation?
• What are the key issues and outside influencing factors? Do I understand them?
• What is my BATNA? My settlement range (MAR and LAR)? Opening offer or counter offer?
• What are the independent standards (i.e. price comparables, appraisals, surveys or other professional opinions) to support my opening offer or counter offer? Concession strategy?
• Do I have a prioritized list of potential concessions and trade-offs?
• How do I make this a win/win negotiation?
• How do I deal with a win/lose counterpart?
• How do I break a potential deadlock?

There’s so much more, but this gives you a good idea of the planning involved in a successful negotiation. Win/Win negotiators know this kind of serious preparation does not guarantee a winning negotiation – but they also know that without it, they’re heading for certain failure.

"Just as improvisational actors prepare a great deal before they act, the more prepared you are to negotiate, the easier it is to improvise." -William Ury

2. Be patient, persistent and creative.

Advantage always goes to the patient negotiator who persistently pursues creative win/win solutions. Negotiation is a complex process that takes time. Progress usually comes in small increments. Impatient negotiators who lack persistence often leave potential results on the table and make costly mistakes. The most successful and effective negotiators are the most creative. Good solutions eventually come to those with the patience to wait for them, the persistence work for them and the desire to produce innovative win/win results. And don’t forget, some of the more difficult negotiations will likely call for quite a bit of stamina. So be ready!

"During a negotiation, patience means not being rushed into a decision because the other party is looking for a resolution."-Chester L. Karrass

3. Listen, listen and then listen some more.

The most successful/effective negotiators spend far more time listening and asking questions than they do talking. Gathering information and then thoroughly understanding that information takes precedence over sharing information. Once you fully comprehend your counterpart’s frame of reference, it’s easier to know what to share and how to share it in order to build trust and move the negotiation forward. Win/Win negotiators use:

• Active listening techniques (they suspend judgment and focus on understanding what is said by their counterpart).
• Reflective listening techniques (they repeat, summarize or reflect back to their counterpart what they just heard in question format).
• These techniques are used to gain valuable information about their counterpart’s positions and rationale. Successful/Effective negotiators realize that it’s next to impossible to persuade their counterpart to adjust their point of view if they themselves don’t understand it.

"Standard techniques of good listening are to pay close attention to what is said, to ask the other party to spell out carefully and clearly exactly what they mean, and to request that ideas be repeated if there is any ambiguity or uncertainty."-Roger Fisher

4. Show empathy.

What is empathy? It’s an attempt to understand, be aware of and sensitive to the feelings, thoughts, experiences, frame of reference, interests (needs/priorities) and positions of your counterpart. Successful/Effective negotiators understand that in order to manage conflicting points of view and achieve a win/win result, you must provide your counterpart with convincing reasons to exchange their ideas for the ones you suggest. Your counterpart will be much more receptive and your rationale much more convincing if he/she is confident that you understand and that you are sensitive to his/her point of view, interests (needs/priorities) and position. Empathy builds rapport, encourages information sharing, establishes mutual respect and moves the negotiation forward in a positive direction.

"The most important tool, the No. 1 quality of a great negotiator is empathy. Whether you’re negotiating a financial transaction, whether you’re negotiating conflict, whether you’re negotiating something horrendous or something benign, it all boils down to how well you can see the world the way they’re seeing it."-Deepak Malhotra

5. Be sensitive to nonverbal cues.

Not only are successful/effective negotiators sensitive to nonverbal cues, they can also read the ones that actually matter. Experienced negotiators are really good at sending nonverbal cues meant to disguise information, and in some cases, outright deceive their counterparts. Win/Win negotiators focus on two nonverbal sources that are difficult (not impossible) for inexperienced negotiators to control: the eyes and the voice. Believe it or not, people’s eyes and voice can provide valuable nonverbal information about both the relationship and the emotional state of the parties in a negotiation. When messages delivered verbally conflict with messages delivered nonverbally from the eyes and voice, experienced negotiators tend to attribute more credibility to the nonverbal messages.

"When the eyes say one thing, and the tongue another, a practiced man relies on the language of the first."-Ralph Waldo Emerson

6. Don’t take things personally.

When you feel angry, frustrated, embarrassed, defensive or just plain upset because of the effects your counterpart’s beliefs, attitudes or behaviors are having on you in a negotiation, it’s extremely difficult to respond intelligently and calmly. If you react emotionally, the consequences tend not to be in your best interests and usually make a bad situation worse – not better. Through Mental Sublimation, successful/effective negotiators have learned to detach themselves emotionally by accepting the fact that the beliefs, attitudes and behaviors of their counterparts do not belong to them. And as a result, they don’t take responsibility for them either. This is one of life’s most important skills: how to “not take things personally”.

"Half our mistakes in life arise from feeling when we ought to think and thinking when we ought to feel."-Deepak Chopra

7. Be an innovative and creative problem-solver.

Negotiations are competitive. And so they should be. If a win/win solution is to be found, this spirited rivalry calls for a cooperative attitude capable of joint problem solving and compromise. When successful/effective negotiators find themselves faced head-on with problematic issues that impede the movement towards a mutually acceptable conclusion, they suggest the following joint problem solving approach. This requires both negotiators to view problem issues as opportunities rather than impossible barriers:

• Clearly identify “problem issues”: their causes, effects and impact on the negotiation.
• Prompt each side to explain their interests (needs/priorities) in relation to the problem issues and why they are important.
• Clarify similarities and differences between the parties’ interests (needs/priorities) and how they impact the development of a win/win solution.
• Propose trade-offs (what ifs): “What if we lower the price to a more acceptable level for you, if you extend the proposed contract to a more acceptable duration for us?” Perform a reality test for each proposal.
• Agree on a creative win/win package. Remember, the most successful and effective negotiators are the most innovative and creative.

"What makes many negotiations seemingly impossible to resolve? It’s often a fear of scarcity, and the idea that there must be a winner and a loser. The alternative: find a way to expand the pie, so that there’s more for everyone."-William Ury

8. Stay flexible.

Negotiation is movement. It is an exercise in flexibility. The opening offer or counter offer is never the final mutually acceptable solution. Yes, all generalizations are false (including this one)! Experienced negotiators go through the habitual ritual of developing:

• A realistic and justifiable settlement range (MAR/LAR).
• A range of solutions from “most acceptable” to “least acceptable”. Here, it’s important to note that every solution within the range is acceptable (some more than others) and not one of them compromises the negotiator’s interests (needs/priorities).
• Successful/Effective negotiators show their flexibility by proposing creative ways to satisfy the interests of both sides at the lowest cost to one another. A win/win solution within the respective settlement range is the focus. As the negotiation unfolds, you must be both flexible and adaptable in order to effectively tolerate conflict and stress.

"Flexibility is an important trait in negotiations; it’s the key to compromise, which in turn is key in reaching concessions and conclusions."-Chester L. Karrass

9. Learn from your mistakes.

As you strive to be a successful/effective negotiator, no matter what stage of development you are in currently – newbie, absolute pro, or somewhere in the middle – there will be times when your intuition, intellect, self-control or self-discipline fails you. When that happens, you make mistakes that can find you doing or saying things that are not in your best interests…

• When you fail to plan adequately and find yourself failing in the negotiation
• When you focus on positions instead of interests
• When you assume everything is negotiable and it isn’t – or vice versa
• When you make an important decision under time pressure with harmful consequences
• When you react negatively to your counterpart’s behavior instead of responding positively to the issue at hand

It happens to all of us. Those who learn the error of their ways quickly and move on become successful/effective negotiators. Those who don’t, make the biggest mistake of all.

"My mistakes, I find, are my best teachers. A negotiator needs to learn. A mistake is only temporary; the failure to learn is permanent."-William Ury

10. Adopt a Results with Relationship approach.

From the get-go, a successful/effective negotiator’s approach is to achieve win/win results – a mutually acceptable solution that satisfies the interests (needs/priorities) of both parties with, not at the expense of, the relationship. They avoid confrontation, intimidation, blaming, constantly interrupting, talking over top of the other, putting others on the defensive or threatening their self-esteem. They focus on clarifying and satisfying another’s interests (needs/priorities) rather than debating each other’s positions. They remain calm, cool and collected throughout. Their continuing movement is towards a fair and mutually acceptable solution.

"Three characteristics that distinguish good negotiators: the ability to put oneself in the other’s shoes, the ability to assert one’s interests without attacking the other, and creativity in inventing solutions for mutual gain."-William Ury

Explain the positive effects and the negative effects of negotiation!

Positive effects:

• It limits the number of players to those involved in the dispute. This allows for a focused approachto problem solving. 
• You get a better deal. You may be able to take less of a punishment. In short, your outcome is more favorable to you. 

Negative effects:

• You might make the person you're negotiating with angry and you might get a harsher penalty. The negotiations could sway to their advantage.
• If the viewpoints of the parties are to distant then progress is difficult to achieve.
• There are technically no rules surrounding the practice of negotiation. This means that when you enter into a negotiation process there are no concrete uniform standards or protections to ensure that the process will be fair, that it will be timely, etc. Therefore, it is especially important to know your own personal strengths and weaknesses, as well as those of the person with whom you are negotiating.

Inggrid Diani P.

15614342

3SA01

Tugas Individu Softskill

Positive and Negative Effects of Technology

Positive:

• Easy to do everything with our gadget because nowaday people like to do an easier way to get something or use something that available in our gadget. For example long time ago, people must go to restaurant to buy some food, but now they only need to order it from gadget.
• Easier for us to search and get an information because of internet.
• People can communicate and get a new friend from the whole new world. Besides, people can find and communicate with their old friend everywhere.
• In the past, people which is want to study must have a book or go to ibrary to read. But now, because of technology and internet of course people get easier way to study. They only need to search on search engine, it called e-learning, so people can get or download the material or books in the internet such as e-book, e-library, website which provide many books to download, and in some applications.
• For people who wants to do business, they can get the consumer via online all over the world.
• E-commerce: Companies can reach a wider market, because the customer can use the unlimited internet access. Companies don’t need to open a distribution branch.
• People often do discussion directly, but because of technology people can discussion via online.
• Now people also can do a job interview with social media like skype. And it make us easy to do a job interview without going out from house.
• With the existence of social media, now people can express their feeling and emotions through their social media account.
• As we know that technology grow very fast in entertainment such as game online or offline, video, photo editor.
• Storage media can be shared via online and shared with others. The example of the storage is text, document, picture, video, music or video.
• People nowaday is smarter, more creative and inovative because of technology.

Negative:

• A lot of negative content is popping up so it can be watched by all internet users and even watched by children who do not age
• Cyber crime
• Bullying
•  Fraud usually happen on online shop. There have been many cases. Therefore we must be careful when shopping onlineMales sosialisasi karna ada gadget &internet
• Declining learning achievement due to mostly playing games / social media / gadget
• Writing ability is reduced
• Sell and buy illegal goods easily

Why is listening is such a big challenge for most people?

Because listening is not as easy as most people think. We must understand what speakers say. We also at least know their language and also vocabulary. Sometimes most people more often repeat what the speakers say so they understand the meaning of his words. So most people would prefer reading or writing compared to listening.

Meeting Invitation 2 (Tugas Softskill)

To:
All staffs of Vance Publishing

To convey our vision and mission, I decided to make a new logo for our company. By sending you this invitation, I would like to invite all of you to the logo branding meeting.

The meeting will be held on:

Date: Tuesday, 25th April 2017

Time: 9 A.M.

Place: Meeting room Vance Publishing

Your attendance and ideas are very important so that we could achieve the goals of this company. If you have anything to ask about this meeting, you can contact me through my phone (+62 812-1234-5678). And please confirm your attendance by replying this email.

Looking forward to see you.

Sincerely,


Muhammad Nur Sandy,
Manager of Vance Publishing.

Inggrid Diani P

15614342

3SA01

Meeting Invitation (Tugas Softskill)

To:

All staffs of Vance Publishing

Since our last editor has resigned last week, we have got the new one. By sending this letter, I am going to invite you all to the meeting to regards our new staff at Vance Publishing.

The meeting will be held on:

Date: Tuesday, 18th April 2017

Time: 9 A.M.

Place: Meeting room Vance Publishing

If you have anything to ask about this meeting, you can contact me through my phone (+62 812-1234-5678). And please confirm your attendance by replying this email.

Looking forward to see you,

Sincerely,

Muhammad Nur Sandy,

Manager of Vance Publishing



Inggrid Diani P
15614342
3SA01

Video Analysis (Tugas Softskill)

Inggrid Diani P

15614342

3SA01

Link video: https://www.youtube.com/watch?v=05lDp_kcsoY


We conclude that the meeting that we’ve watched isn’t effective enough. Because:

•  The participants don’ have good manners
•  They don’t pay attention to the meeting, they are whispering each other while one of them is talking
•  The leader doesn’t lead the participants and also the meeting
•  The meeting hasn’t cleared yet because at the end of the meeting, they still have one presentation left from one of the participants
•  The participants don’t give their opinions to all participants
•  The meeting isn’t arranged properly

But somehow, there are some good things in that meeting. Those are:

•  The person who give presentation has prepared her presentation well
•  One of them taking notes of the meeting

Komunikasi Bisnis (Tugas Softskill)

Inggrid Diani P

15614342

3SA01

1.    What are the purposes of meetings?

As we know meeting is where group of people come together to discuss. And every meeting mush have the purpose.

Meetings are held for any of the following reasons:

·To sort out any conflicts. 

·To negotiate a contract or agreement, or matters to do with it. 

·To deal with a current problem within the group or within the business or organisation. 

·To receive a report for assessment and review. 

·To supply information to those present or to canvas views of those present on the particular matter at hand.

On the other hand, meetings also has another purposes. The objectives or purposes or importance of meeting are discussed below:

1.    Making decisions

2.    Exchanging informations

3.    Announcing Changes

4.    Negotiation

5.    Resolving conflict

6.    Reviewing and informing progress

http://www.startrungrow.com/information/business/1,2383,purpose-of-meetings.htm

http://bizcommunicationcoach.com/what-is-business-meeting-purposes-of-business-meeting/

2.    What are the types of meeting?

-       Status Update Meeting

Status update meetings is one of the most common meeting types. This category includes regular team and project meetings, where the primary goal is to align the team via updates on progress, challenges, and next steps. Commonly found group activities in these kinds of meetings are problem solving, decision making, prioritization, and task assignment.

-       Information Sharing Meetings

Presentations, panel debates, keynotes, and lectures are all examples of information sharing meetings. The primary goal of these meeting is for the speakers to share information with the attendees. This could be information about things like upcoming changes, new products and techniques, or in depth knowledge of a domain. Visual communication tools, like slides and videos, are powerful tools for making the shared information more memorable.At information sharing meetings the attendees have historically been passive listeners. With new technologies like MeetingSift they can use their smart devices to go from passive spectators to active participants, making the meeting more engaging and enjoyable for all.

-       Decision Making Meetings

The vast majority of business decisions are made by groups in meetings. While small decisions are made in all kinds of meetings, the more important decisions often get their own dedicated meetings. There aredifferent types of group decision making processes, and care should be taken to choose a process that best matches the situation. A decision making process can include group processes like information gathering and sharing, brainstorming solutions,evaluating options, ranking preferences, and voting.

-       Problem Solving Meetings

Problem solving meetings are perhaps the most complex and varied type of meetings. Whether the meeting is addressing an identified problem, or it is focusing on creating strategies and plans to navigate the future, there are a rich arsenal of group processes that can be used. Scopes and priorities need to be defined, opportunities and threats need to be identified, and possible solutions should bebrainstormed, evaluated, and agreed upon.

-       Innovation Meetings

Innovation meetings and creative meetings often start with thinking outside the box, by brainstorming, associating, and sharing ideas in a broad scope. Meeting participants can then use various techniques and processes to reduce the diverse pool of ideas to a more focused short list. Through ranking, evaluations, and decision making the most suitable idea, or ideas, are identified, and recommendations and tasks can be assigned based on this.

-       Team Building Meetings

All meetings should contribute to team building, strengthening relationships and corporate culture. However, now and then team building activitiesshould be the main focus for a meeting. This category include meetings like include all-hands meetings, kick-off meetings, team building outings, and corporate events. Have participants feel like essential parts of their unit, team, department, branch, and company has all kinds of positive impact on their engagement, performance, and satisfaction.

http://meetingsift.com/the-six-types-of-meetings/

3.    What makes a good meeting?

1.    Good leader

-          understands the purpose of a meeting,

-          makes sure that all participants understand this purpose,

-          helps keep the discussion on track,

-          works with participants to carry out the business of the meeting in the time allotted,

-          tries to ensure that everyone is involved appropriately in discussions.

2.    Good participants

-          come to a meeting prepared for the business at hand—with reports ready,

-           concerns over key issues thought out,

-          and questions about key issues organized.

-          bring to the table their best listening skills and group manners (example : take turns talking, stay on the point of discussion, and help to move decisions forward.)

source : https://www.ncjrs.gov/html/ojjdp/yb9909-1/mtg-1.html

4. What are the charracteristics of a successful business meeting?

A successful business meeting has four characteristics:

1. The meeting must have a clear purpose and should stick to the agenda.

It must have a clear purpose which requires the presence of all the participants. The meeting should achieve its purpose and let everyone get back to their work. And it should stick to its purpose. A chairperson is needed to keep the meeting on track. This is usually the team leader. Where the participants are all equals a chairperson should be selected

2. The meeting must start and end on time

The meeting must start and end on time. Starting late encourages lateness and wastes people's time. If the meeting goes on too long people get tired or leave to fulfill other commitments.

3. Participants must be properly prepared

Participants should be prepared for the meeting.

4. Minutes must be taken

Decisions should be recorded. Someone should take minutes and circulate them.

Source: https://www.sqa.org.uk/e-learning/ProjTeam01CD/page_10.htm