Reflection on Resistance and Negotiation
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- Category: English
- Date Submitted: 03/30/2011 05:38 AM
- Pages: 8
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Reflection on Resistance and Negotiation
When joining higher education I had underestimated the demand for varied skills within the business and marketing sector. According to Daft (2009) various skills are obtained to cater to different roles and increase the value of an individual. I had previously assumed that it was only about me and what I had to offer and this consultancy module has helped me to comprehend, that this is not always the case.
A consultant’s role would include assisting companies, in enhancing their businesses performance, thus growing and obtaining further skills. These include managing first contact with a client, giving an effective presentation, knowing the processes of a consultant, handling resistance and negotiation whilst also structuring and running a project. In this reflective piece, I will endeavor to reflect on the use of handling resistance and negotiation based on my entire experience gained from the consultancy module.
Resistance is defined by Block (2000:p139) as “ a reaction to an emotional process taking place within the client” the counteraction of this, is negotiation where “negotiation is the basic way of getting what one party wants from another, it is an exchange of information through communication” (Nieuwmeijer,1988:p1). A scenario such as in the case of the client feedback meeting was a clear situation where resistance was identified.
As an external consultant, I approached the situation having met the client for the first time. I knew and understood that there would be some form of defense...
When joining higher education I had underestimated the demand for varied skills within the business and marketing sector. According to Daft (2009) various skills are obtained to cater to different roles and increase the value of an individual. I had previously assumed that it was only about me and what I had to offer and this consultancy module has helped me to comprehend, that this is not always the case.
A consultant’s role would include assisting companies, in enhancing their businesses performance, thus growing and obtaining further skills. These include managing first contact with a client, giving an effective presentation, knowing the processes of a consultant, handling resistance and negotiation whilst also structuring and running a project. In this reflective piece, I will endeavor to reflect on the use of handling resistance and negotiation based on my entire experience gained from the consultancy module.
Resistance is defined by Block (2000:p139) as “ a reaction to an emotional process taking place within the client” the counteraction of this, is negotiation where “negotiation is the basic way of getting what one party wants from another, it is an exchange of information through communication” (Nieuwmeijer,1988:p1). A scenario such as in the case of the client feedback meeting was a clear situation where resistance was identified.
As an external consultant, I approached the situation having met the client for the first time. I knew and understood that there would be some form of defense...