Negotiation

The ENACT project focuses on negotiation skills as relational–intra–interpersonal competence (soft skill) that can effectively and positively impact on both personal and professional life (our life is not made of separate compartments).
Soft skills are recognized as personal attributes that enhance people’s interaction with each other, the way they communicate, address problems, makes plans and decisions, and more in general, understand the surrounding social environment.
The underlying psychological model of the communication and negotiation implemented in ENACT is based on well-established theory:

  • the five factors model of handling interpersonal conflict (Rahim & Bonoma, 1979),
  • the assertiveness communication style (Alberti, 1970; Smith, 1975)

 

To learn more about negotiation:

Concept of Negotiation - Webpage | Pdf

Communication styles - Webpage | Pdf

Interpersonal Conflict (Rahim's Model) - Webpage | Pdf

Rahim Organizational Conflict Inventory-II (ROCI II) - Webpage | Pdf

Self-Efficacy - Webpage | Pdf

References:

Covey, S. R. (2011). The 3rd Alternative: Solving Life's Most Difficult Problems. Simon and Schuster.

Carrell, M. R., & Heavrin, C. (2008). Negotiating Essentials: Theory, Skills, and Practice. Pearson College Division.

Fischer, R., Ury, W., & Patton, B. (1981). Getting to yes. Negotiating Agreement Without Giving in
(traduction française, 1982: Comment réussir une négociation), Ed. le Seuil, 1-7.
http://oakwoodlearning.com/pdf/gettingtoyes.pdf

Rahim, M. A. (2002). Toward a theory of managing organizational conflict. International journal of
conflict management, 13(3), 206-235.