Workplace Negotiation and Communication
Negotiation
Negotiation:
a way of getting what you want through being able to persuade others (Dwyer,
2012).
Workplace Negotiation:
a joint examination of the opposing claims of employer/s and employee(s) to resolve
or avert conflict by reaching a solution that is acceptable to both parties (Loudoun,
McPhail, & Wilkinson, 2009).
A Situation to Consider
Laura is meeting with Mary to negotiate the length of her work shifts. Currently, employees
work between 7 and 8 hours; however the organisation believes that getting employees to
work 10 hour shifts would be more beneficial.
Laura needs to consider the interests of the employees as increasing the shift length will
impact on work-life balance, fatigue and stress. Mary (a long term employee) is expecting a
baby soon and these long hours may not be suitable for a new parent. Laura also needs to
consider the needs of the organisation, as the increased shift will enhance efficiencies in
production, shift allocations and equipment use.
Questions
What does Laura (employer) want?
2. What does Mary (employee) want?
3. Who has more power?
4. What should Laura and Mary do before the negotiation?
5. Are there any underlying joint interests?
Question- Why is negotiation in the workplace important?
Who negotiates well?
• People with more assets
• People with more wealth
• People with better or more secure jobs
• People with better social or business connections
Fisher (as cited in Sheldon & Kohn (2007)
Power
Power is being able to get what you want from the other party. Yet, people have unequal
access to negotiation power (Lawler as cited in Sheldon and Kohn (2007).
Therefore it is important to learn how to negotiate!
, Power in Negotiation
Five Stages of Negotiation
Negotiation
Negotiation:
a way of getting what you want through being able to persuade others (Dwyer,
2012).
Workplace Negotiation:
a joint examination of the opposing claims of employer/s and employee(s) to resolve
or avert conflict by reaching a solution that is acceptable to both parties (Loudoun,
McPhail, & Wilkinson, 2009).
A Situation to Consider
Laura is meeting with Mary to negotiate the length of her work shifts. Currently, employees
work between 7 and 8 hours; however the organisation believes that getting employees to
work 10 hour shifts would be more beneficial.
Laura needs to consider the interests of the employees as increasing the shift length will
impact on work-life balance, fatigue and stress. Mary (a long term employee) is expecting a
baby soon and these long hours may not be suitable for a new parent. Laura also needs to
consider the needs of the organisation, as the increased shift will enhance efficiencies in
production, shift allocations and equipment use.
Questions
What does Laura (employer) want?
2. What does Mary (employee) want?
3. Who has more power?
4. What should Laura and Mary do before the negotiation?
5. Are there any underlying joint interests?
Question- Why is negotiation in the workplace important?
Who negotiates well?
• People with more assets
• People with more wealth
• People with better or more secure jobs
• People with better social or business connections
Fisher (as cited in Sheldon & Kohn (2007)
Power
Power is being able to get what you want from the other party. Yet, people have unequal
access to negotiation power (Lawler as cited in Sheldon and Kohn (2007).
Therefore it is important to learn how to negotiate!
, Power in Negotiation
Five Stages of Negotiation
