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Abstract
Success of our cooperation with other people may depend on various factors: whether we have experience in negotiations or not, personal traits of negotiating parties, knowledge and skills in the most effective tactics and strategies of negotiation, ability to understand “body language” of opponents at various levels and in various situations: from game to reality. This article gives test results of business game, which aim was to study balance between verbal and nonverbal communications and styles of negotiations, and how these styles influence the efficiency of negotiation process and results. The results of this research may indicate that observation of verbal and nonverbal channels deepens the negotiation process. In general, it was noticed that in situations of stress and lack of understanding participants mostly preferred “short” communications. DOI: 10.5901/mjss.2015.v6n4s2p109
Highlights
1.1 Introduce the ProblemImagine: you have decided to travel around the world
“Barcelona” team 1) similar to “Berlin” team, its members showed medium degree of activity within the team (i.e. each member of the team was involved in performance of group challenge both individually and in cooperation with other members of the team); 2) showed medium activity in contact with other teams; 3) has initially selected “Win-Win” strategy; the preferable negotiating style was compromising; and intention to stick to the principled approach was openly declared
It was noticed that in conditions of high index of stress both within a team and between the teams, verbal and nonverbal communications were significantly shortened in time, and frequency of their use increased
Summary
1.1 Introduce the ProblemImagine: you have decided to travel around the world. You may perform this in different ways: on feet or by car; by sea liner or by aircraft. Each of you selects your own method and way to achieve your goal. You certainly do this in your own manner, as you have your own mental coordinate system, based on various values, settings, interests, life experience and knowledge. In this example we cannot exclude the fact that selection is to be made between comfort and stress, cooperation and solitude. Still we can state that, despite of selected method and level of training, it is necessary to set the desired goal, think of how it could be achieved, develop plan of its implementation, and be ready to encounter possible hurdles on the way towards it. To a certain extent, negotiating process resembles travelling (moving) towards the desired goal, where active and positive attitude towards life plays the important role
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