NCM512 Negotiation Strategies

Course Background: This course is intended for students wishing to enhance their knowledge and better their understanding of the negotiation process. It will help them understand the underlying human behavioral and substantial factors that separate two conflicting sides, and how negotiation is an attempt to bridge these differences to reach an agreed solution.

Course Overview: The NCM512 Negotiation Strategies course is a continuation and derivative of the NCM501 Foundations of Conflict Resolution Management course. In that course, we explained that negotiating is one of an array of resolution options available to managers when conflict is encountered.

If you have taken the aforementioned course, we believe the logical flow to this course is clear and evident. On the other hand, for those of you who have just joined us for this course, we have built it in a comprehensive and stand-alone way so that your understanding of negotiation and bargaining will be complete.


Negotiation occurs when two opposing sides each have their own proposed respective solutions to a conflict, and discussion must occur in an attempt to come together to reach one mutually agreed upon solution. The process of negotiation will be covered first, as will best practices for the preparation for negotiations. Collaborative processes (principled negotiations) will be introduced, to include how this may provide a better chance at achieving a “win-win” outcome to resolve a conflict.


The factors that play a part in the negotiation process will be examined, and we will explore and critically apply this information to our lives and to real-world scenarios. Our own intricacies of self will be examined, as we pause to reflect on how these can (and likely will) affect our own personal negotiating style. By the end of the session, the course will attempt to guide you through the start-to-finish negotiation process, from the initial “two” to (hopefully) the final “one.” The course closes with an explanation of BATNA (Best Alternative To a Negotiated Agreement) as an option of preparedness to walk away if negotiations fail.


The overall goals of this course for our students are:


  • To gain the understanding of the fundamental principles and applications of the negotiation process; and


  • To enhance their abilities as individuals and managers to effectively implement a negotiating approach when confronted with conflict.


Module 3 SLP : Negotiation Styles and Communication

Now that we have covered the basics of the negotiation and bargaining processes, let’s move forward to examine the role of communication and communication styles in negotiations. Whether it’s a phone conference or a face-to-face table meeting, communication is a cornerstone of negotiations. These discussions happen between people, so an understanding of interpersonal and cultural factors is needed. Each person brings their own personal attributes and idiosyncrasies to the table – in addition to their knowledge and preparations. Both verbal and nonverbal communications must be considered.


The Module 3 SLP challenge you to learn about communication, culture, and negotiation strategy, as well as to examine/reflect upon your own personality attributes that can be assets and/or potential drawbacks to negotiations.

Module 3 Learning Objectives:

  • Examine the negotiation styles and preferences of various cultural groups.
  • Elaborate on personality attributes that can affect bargaining.
  • Assess cultural differences in negotiation styles, noting practical points to be aware of.
  • Summarize the results of your personality test.
  • Investigate how these intricacies of self can impact negotiation and bargaining in a positive and/or negative way.
  • Describe the role of communications in negotiations and bargaining.
  • Propose specific examples of how one’s communication style can have positive and negative effects on the negotiation process.
  • Propose active steps one could take now to best prepare for professional communications.


Required Reading: – Pleas have access to your own resources, I cannot provide student login

Brett J. M., Gunia, B. C., & Teucher, B. M. (2017). Culture and negotiation strategy: A framework for future research. Academy of Management Perspectives, 31(4), 288–308. Retrieved from the Trident Online Library.


Griessmair, M. (2017). Ups and downs: Emotional dynamics in negotiations and their effects on (in)equity. Group Decision and Negotiation, 26(6), 1061-1090. Retrieved from the Trident Online Library.


Narsimhan, S., & Devi, P. U. (2016). Competitive negotiation tactics and Kraljic portfolio category in SCM. Journal of Supply Chain Management Systems, 5(3), 35-50. Retrieved from the Trident Online Library


View: The Psychology of Negotiation (2016).


Shachar, M. NCM512 – M3. PowerPoint Presentation – attached


Optional Reading:


Shachar, M. (2011). Conflict Resolution Management (CRM). Text Book.


Shachar, M. (2014). Mediation and Arbitration PowerPoint presentations.


Conflict Resolution Management (CRM). PowerPoint modular presentations.


Assignment Overview


In the background readings, it was noted that personality and communication styles influence how we approach and carry out negotiations. How much do you know about your own personality and communication style, and how can this influence your participation in negotiations? Please take a few minutes to complete the free abbreviated Myers-Briggs personality test (using the link below – do this first!), then watch the video lecture about personality and negotiating. Take some notes, and then reflect upon that information to complete your assignment.

When taking the personality test, read the questions carefully, and react without putting too much thought into the answers. It should take you approximately six minutes to complete the test.


Here’s the free personality test: (I took it “ISTJ-T” or you can take it and put your results in as the student.


Here’s the video lecture:


Once you have read the assigned background article, as well as completed some peer-reviewed research of your own, in a 3-page reflection paper, answer the following::


  • What were the results of your personality test, including your letters? Summarize each category of the results clearly. (It is suggested that you further research your Myers-Briggs type to better understand the letters.) – “I am INTJ but you can choose to do your own self again”
  • How can your result affect your experience as a negotiator? Be as specific as possible in your response.
  • What advantages/disadvantages would you have in coming to the negotiation table?
  • What potential mistakes could having this information help you to prevent?


Assignment Expectations


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