The Effects Of Negotiation Skills In The Success Of Communication.pdf

There are almost no scientific works or research papers that deal with this topic specifically and in detail additionally the purpose of the study is to provide general readers with a re

INTRODUCTION

Background

In today’s globalized world, Vietnam has been trying its best to promote trade exchanges with countries around the world, to be able to do that, it is inescapable to apply a lot of competencies, discernment, wisdom, and knowledge to promote this evolution and one of the momentous skills that play an essential role that cannot be ignored is the negotiation skills This is considered one of the indispensable skills and has a considerable role in the further development of a country and to be an effective tool to support Vietnam's diplomacy and foreign trade situation as evidenced by After seven years in an effort to finalize the signing of Vietnam and Israel Free Trade Agreement (VIFTA) 1 , the two countries have officially announced the termination of the negotiation process and preparedness for signing the agreement this year 2 From the beginning, negotiation is a strategic discussion aimed at solving an issue in such a way that both parties find an acceptable agreement to achieve their goals 3 As a consequence, it has been applied to employment (negotiating salary), and examination (negotiating with lecturers) more and more In the present day, ameliorating soft skills, especially negotiation skills will give them more opportunities to succeed in their career There have been many articles and research articles written on negotiation skills, but most of them are based on theory without too many practical examples and how to apply it in daily life Corresponding to the school's legal English courses, there is a design of negotiation skills content, but in practice, applying the content taught to live is difficult because the amount of hypothetical knowledge students receive is very heavy As a corollary, students do not have much space to apply that skill in actual existence For those illustrated reasons, the group of authors decided to choose “The Effects of Negotiation Skills in Success of Communication” as a scientific research topic.

In conjunction with the importance of negotiation skills, the reality of use and known negotiation in recent years in Vietnam necessitates being pointed out also According to Annual Reports and Information Staff (Annual Reports), “Although there is lots of research work in the field of negotiation, from the perspective of the

1 Oriana, S M (2023, 7 17) Decoding Diplomacy: The Dynamics of Peace Talks and Lessons from the Vietnam

War Stanford University Retrieved August 14, 2023, from https://aparc.fsi.stanford.edu/news/decoding- diplomacy-dynamics-peace-talks-and-lessons-vietnam-war

2 Phuc, V., & Huong, H (2023, April 2) Vietnam, Israel successfully close negotiations toward signing of FTA SGGP English Edition Retrieved August 14, 2023, from https://en.sggp.org.vn/vietnam-israel-successfully-close- negotiations-toward-signing-of-fta-post101273.html

3 Alfredson, T., & Azeta Cungu (2022, May 11) Negotiation Theory and Practice A Review of the Literature

EASYPol, 2(179), 10 effect of negotiation research, little attention has been paid to our country” 4 According to statistics, 81.5% of students with good judgment skills who actively participate in group activities right from school will quickly have good job opportunities 5 The remaining 18.5% are more difficult to find a job Partly, students do not have the skill of judgment in the interview process and apply suppression to this skill.

Considering deeper into the issue, negotiation skills also affect the communication ability of students The capability to put into words the surrounding relationships or with people in any situation will change when they are actually in the negotiation process Perhaps, negotiation does not mean fighting and shouting, instead, it is simply the exchange of one's ideas, thoughts, and opinions with each other In communication, one might never use derogatory sentences or foul words in his speech Understanding the power of speech and the way you present your thoughts matters a lot Do not speak just for the sake of it, haphazard thoughts and abstract ideas only lead to confusion 6 One must speak clearly about what is expected from the other person.

Rationale

The demand of enhancing the quality of negotiation skills usage ability has been more urgent than ever for the reality is whether different purposes, dissimilar benefits, and also maybe multi-spoken languages, cultures, negotiation display in most of the occasions people communicate With selective strategies in utilizing negotiation skills, acquisition at chances of success could be ensured when communicating in any occurrence.

Historically the word negotiate is derived from the Latin infinitive negotiate meaning “to trade or do business” This verb itself was derived from another, meaning

“to deny” and a noun, meaning “leisure” Therefore, the ancient Roman businessman would “deny leisure” until the deal had been settled (Curry, 1999, pp 5) According to Cambridge English Dictionary “the process of discussing something with someone in order to reach an agreement with them, or the discussions themselves” The term

“negotiation” also refers to the process through interaction in which two or more parties, who are in a conflict situation, attempt to reach an agreement with different

4 COE - College Student Employment (n.d.) National Center for Education Statistics Retrieved August 14, 2023, from https://nces.ed.gov/programs/coe/indicator/ssa/college-student-employment

5 Alfredson, T., & Azeta Cungu (2022, May 11) Negotiation Theory and Practice A Review of the Literature

6 Role of Communication, Personality and emotions in Negotiation (2021, March 15) indiafreenotes Retrieved

August 14, 2023, from https://indiafreenotes.com/role-of-communication-personality-and-emotions-in- negotiation/ objectives (Fowler, 1990) Researchers have defined negotiation but this terminology has no unified definition However, the most common aspects of negotiation have remained in their definitions.

Achieving success in negotiation can not be made without a specific strategy, one or many strategies can be used at the same time to secure the confirmation of an agreement with mutual trust and cooperation “Look for Links Across Negotiations”,

“Timing and Sequencing in negotiation”, “The use of language” 7 , “Think positively”,

“Thinking about the best & worst outcome before the negotiations begin” and

“Preparing to use research the history, past problems or any sensitive points of the other party” 8 are strategies that are frequently used and in this research, authors chose mentioned tactics to study their effects on students at Ho Chi Minh City University of Law Astonishingly, negotiations tend to produce a lot of nervousness and restlessness This leads people to focus on (perceived) threats rather than identify all possible forms of leverage and think expansively about options When that happens, negotiators are more likely to make poor tactical choices, either giving in to pressure from the other side or inadvertently causing their own worst fears to come to pass thusly a strategic negotiation approach involves more than choosing a cooperative or competitive posture, giving the best strategy Assessing connections between one negotiation and others with the same party over time (and even with other parties), taking a hard look at whether they’re negotiating about the right things, and focusing on when and how to most effectively engage with the other side will unlock far more value for dealmakers.

Scopes of the Research

This research focuses on studying the negotiation skills that have been the challenges and predicaments for students at Ho Chi Minh City Law University in the studying process when they are dealing with the amount of presumed knowledge and higher job-related requirements at the same time After meticulous consideration, junior students and senior students at Ho Chi Minh City University of Law will be the groups to do questionnaires for the following reasons.

Foremost, the chosen topic that this research focuses on is the effects of negotiation on students, particularly when the usage ability of these skills leads to success in communication A group of junior and senior students are a possible choice for the surveys and could achieve the best results since they are equipped with a comparatively complete amount of knowledge relating much closer to the chosen

7 What's Your Negotiation Strategy? (n.d.) Harvard Business Review Retrieved August 14, 2023, from https://hbr.org/2020/07/whats-your-negotiation-strategy

8 G Doye, D., O Love, R., & R Hyer, T (1984) Negotiation Strategies Oklahoma Cooperative Extension

Service topic, compared to freshmen and sophomores Furthermore, they have scrutinized a few subjects related to this skill, such as “Negotiating and drafting skills”, correspondingly they partly understand the nature of how a negotiation will take place and what is the most successful in negotiation This group also has more chances to utilize negotiation skills when they start to work as an intern in any organization. Subsequently, as a prestigious educational institution, Ho Chi Minh City University of Law is well-known for specializing in training leading legal personnel in the southern region of Vietnam and students who graduate from university not only work for state agencies but also private enterprises at home and abroad As a result, the reputation and prestige of Ho Chi Minh City University of Law as the most obvious witness can prove the quality of the students.

Aims of the Research

In the ancient history of human society, when a community began to have a division of labor, each person produced a type or group of goods The separation of labor is one of the necessary conditions for the formation of commodity production Employees in society are divided among different occupations, this will create differentiation of labor and lead to specialization in production At the present time, negotiations have not manifested but the needs of consumers are many, so it is imperative to have an exchange with each other Until human society gradually developed, individual needs increased to be able to get different goods to serve the needs of interchange, and people must conduct exchanges In exchange, usually each person tries to gain a lot but only loses a little, so to be able to harmonize the interests of the parties, one must negotiate with each other From there, negotiations began to emerge

In the age of information explosion like the 21st century where people are living, dedicating and working hard, when almost all jobs are solved by negotiation and exchange, negotiation really becomes essential and indispensable Successful negotiation requires the skillfulness, talent, experience, good proficiency and acumen of the participants Harvard Business School Professor Michael Wheeler literally wrote the book on the art of negotiation, because negotiation is an essential skill for your life and your career 9 The art of negotiation approach helps us view negotiation not only from the perspective of something that can be learned but also as something that can be honed through experience Just as the greatest jazz musicians have mastered their ability to riff off of one another, so too must a negotiator master her

9 (…) (n.d.) (…) - Wiktionary Retrieved August 14, 2023, from https://www.forbes.com/sites/hbsworkingknowledge/2014/04/07/negotiation-is-an-art-not-a- science/?shmbe247b4006 ability to lead laterally while at the bargaining table Simultaneously, both propositions apply in negotiation, as well, according to Michael Wheeler's new book, The Art of Negotiation: How to Improvise Agreement in a Chaotic World As the title suggests, he sees negotiation as an art rather than an exact science “It's not just science, it's art” 10 This means that these are necessary skills to support people, especially students, to have more chances to succeed in every aspect that needs these skills Each person is negotiating for something every day, as well as encountering it every day in life, at work For instance, negotiate with your boss about a salary increase; achieve an agreement to buy goods and services at the desired price; settle a lawsuit and there are many other things that force people to apply for negotiation Someone once said that “The real world around us is a giant negotiating table Negotiations can happen in conferences, on tables, out in the light (negotiate to regain peace and independence among millions of people to regain independence for the country), and in the dark (negotiate important matters of a country For example, in the past, our Vietnamese people in the wars of resistance against France or the United States negotiated with the colony when our country was in the darkest, most tragic situation)”, negotiate political, diplomatic, military, and business to other delicate relationships There are more and more situations that need to be negotiated It can be said that our life is simply a lifelong negotiation Everyone wants to participate in making decisions that affect themselves, very few people accept a decision judged by others

In society today, based on the job market's needs in Vietnam, find out the influence of negotiation skills on students, especially law students There have been many enterprises that need a team that has the ability to think and negotiate on important issues by way of illustration in a job description of Mc & Baker McKenzie Company

- one of the leading renowned law firms The proficiency that this company pays great attention to when recruiting employees or interns is negotiation skills Besides, it is elaborating thinking ability, knowing how to turn around when the other party gives a contrary opinion Simultaneously, as most perceive, the students did not realize the importance of negotiation skills on their communication skills The communication between relationships in real life is simply words of a social nature notwithstanding when we have learned how to negotiate in all aspects, your ability to communicate will also be evident through words, the flow of conversation, how to lead the listener to the story we want to tell and the inherent confidence

10 Shonk, K., Salacuse, J., Phillips, M., & SanPietro, L (n.d.) What is the Art of Negotiation? - PON Program on

Negotiation at Harvard Law School Retrieved August 14, 2023, from https://www.pon.harvard.edu/tag/the-art- of-negotiation/

Regarding the first issue, at this point in time, students do not have many opportunities to access negotiation skills Typically, in several University environments, students have a lot of limitations because they only learn about negotiation skills on words and paper without much space to demonstrate and practice these skills, negotiations happen anywhere and it affects the way you communicate with everyone even on the tiniest issues Additionally, especially Law students, whether you have an internship in any environment with or without legal involvement, they will ask you for negotiation skills Typically the rate of students graduating from school who can not find an occupation to their chosen field of study according to industry and trade magazine statistics is very high “According to statistics of the Center for Training Support and Human Resource Supply (Ministry of Education and Training), every year more than 400,000 bachelors graduate Despite the fact that the unemployment figure is close to 20%”, also according to statistics from the Ministry of Education and Training, in 2021, “when applying for a job, only more than half of graduates will be able to work in the right industry The remaining 25% is only related to the training industry, and even 19% is not related to the training industry According to the statistics of the Ministry of Labor, War Invalids and Social Affairs, in the second quarter of 2022, the recruitment trend of the labor market for university graduates is 49.7%, and college and intermediate level is 49.7% 30.5%; Meanwhile, the demand for job seekers with university degrees is 61.1%, college and intermediate level is 33%” As a result, part of the insufficiency of knowledge, the rest is without the prerequisite skills, typically your negotiation skills and how to communicate with employers In other respects, the educational newspaper “The Start” mentioned that “The uncertain job market and the belief that a university degree does not guarantee a bright future are some of the reasons school- leavers decide not to continue their tertiary education A survey I conducted among graduates who were in employment and those who were looking to get hired revealed that many of them failed to secure a good job due to their lack of communication skills” The authors also found another study about the inability to recruit workers due to the lack of communication and negotiation skills “Contemporary surveys of business confidence report that the availability of suitably qualified employees has remained the number one constraint on business expansion’ (Australian Chamber of Commerce and Industry 2006) 11 But even in times of relatively high unemployment, employers frequently cite skills shortages as one of the business difficulties they face Eventually, research about “The Effect of Skill Shortages on Unemployment and Real

11 Sue Richardson (2018) What is a skill shortage (Vol 2) National Institute of Labour Studies, Flinders

Wage Growth 12 : A Simultaneous Equation Approach” shows the impact of skill shortages on the performance of firms At long last, as a student still sitting at school, students should explore and practice more necessary skills - especially negotiation skills By the same token, the authors hope that by the definition, influence, impact, and data provided by the author team, negotiation skills will be widely and widely used and can augment in the market

Stemming from the goals stated above, the research questions that the authors have struggled to look for interpretation to are:

- How to apply negotiation strategies and help students have a better understanding of the importance of negotiation?

- How to make an impact from negotiation skills on communication for students

- What are the results after students apply negotiation skills?

Research Questions

The team carried out the research in terms of the influence, awareness, and understanding of students on negotiation skills Regarding the aspects of negotiation skills, the conceptual framework has shown the diversity in the definition, strategies, and interpretation of negotiation skills and the application of these skills to achieve communication success simultaneously communication will promote students to become more self-assuredness not only in job and study but also in the process of negotiating with relationships and issues that arise around them.

The main issue basically revolves around “How to apply this skill and make an impact on student communication in the University environment?” It is obvious to figure out some basic and fundamental obstacles, the research includes six main parts below:

To begin with, are the specific concepts of negotiation skills afterward that the students do not clearly understand the impact and influence of negotiation skills The fourth mentions the opportunity for students to experience this skill and there is not a specific subject that proposes or teaches students about negotiation, but only minor issues that appear in the lessons that students have been taught by the lecturer Eventually, states that the influence of the Information Technology era makes students have bad habits Thereby affecting the ability to communicate through the use of complicated applications available and this makes most of the negotiations unproductive and completely passive compared to the other party

With the fact-finding mindset of these issues, the team intends to conduct the survey in two distinct directions in order to approach the issues holistically The

12 Gavin Wallis G.Wallis@warwick.ac (2022) The Effect of Skill Shortages on Unemployment and Real Wage Growth: A Simultaneous Equation Approach Office for National Statistics questionnaire was created and designed as a useful tool for finding and collecting invaluable data including.

- How to practice negotiation skills and make students college have a better understanding of the crucial of negotiation?

- How to improve students' communication abilities via negotiation skills?

- What are the consequences after students practice negotiation skills?

Based on analyzing actual data from research subjects, the research team gives an overview, makes objective comments based on the actual situation, the team researchers covered in the research included footnotes, negotiation, and communication success in terms of negotiation skills and effectiveness.

LITERATURE REVIEW

The Perception of Negotiation Skills

The world is ever-changing and, in every profession, negotiation skills are a momentous part of our daily work Some people are natural at negotiating and negotiations to come to them without effort For others, it is a challenge, however, that does not mean negotiation cannot be learned ergo books on negotiation had a big breakthrough in the 80s and became an essential part of demonstrating advice, tactics, and strategies These books were full of examples of academic and celebrated negotiators who showed how to become successful negotiators so someone can say that the art of negotiating is an essential skill for every profession.

Various definitions have been proposed for negotiation, most of which carry a similar emphasis For instance, according to the definition of Harvard, the process by which two or more parties come to a mutually beneficial agreement 13 Each side has what the other wants, and in return can give the other what the other needs Negotiation is a process as there are several steps to successfully concluding a negotiation During the negotiation, both sides explain to each other what they can offer the other side and why both sides will offer before they agree on a deal.

In this day, against the backdrop of the emerging global society where people-to- people contact and networking are a day-to-day phenomenon, the negotiation field has attracted attention from scholars and practitioners from diverse disciplines, including sociologists, behaviorists, lawyers, anthropologists, and economists (Langović-Milićević, Cvetkovski, & Langović, 2011) Definitions written by researchers reflect how negotiation has been made in their field Whether it displays in professional careers, negotiation still remains to carry some similar emphasis

13 Shonk, K., Subramanian, G., SanPietro, L., Salacuse, J., Scheuritzel, R., Zapata, K., Susskind, L., Green, A., & Beaumont, B (n.d.) What is a Negotiated Agreement? - PON Program on Negotiation at Harvard Law School Retrieved August 14, 2023, from https://www.pon.harvard.edu/tag/negotiated-agreement/ compare to what people usually think about it Fowler defined negotiation is a combination of various principles, states that “Negotiation is a process of interaction by which two or more parties who consider their need to be jointly involved in an outcome, but who initially have different objectives, seek by the use of argument and persuasion to resolve their differences in order to achieve a mutually acceptable solution 14 ” Mark Anstey (1991, p91) is of the opinion that conflict provides the rationale for negotiation between individuals and groups The conflict is the result of limited resources or opposing interests, even though certain interests may be shared The parties engage in communication and joint action, to achieve a mutually acceptable agreement, without resorting to arbitration or judicial processes.

When analyzing these definitions, it becomes apparent that most authors view negotiation as a process between opposing, but interdependent parties 15 Negotiation is a peaceful process and excludes arbitration or other judicial processes Negotiation is an intrinsic part of any kind of joint action, problem-solving, and dispute resolution, and may be verbal, nonverbal, explicit, implicit, direct, or through intermediaries Professor Michael Wheeler once said “Enhancing your negotiation skills has an enormous payoff,”, “It allows you to expand the pie, and create value, so you get more benefits from the agreements that you do reach It also, in some cases, allows you to resolve small differences before they escalate into big conflicts” 16 It depending on fundamental negotiation principles, groundbreaking scientific research More specifically, for example, this program will help you enhance personal gains in negotiation, while simultaneously sustaining these important relationships 17

Not only relationships with teachers but also having to deal with our friends, since business transactions between friends can be fraught Close ties are generally founded on the expectation that we’ll look out for each other’s welfare and not “keep score”

In business relationships, by contrast, we expect to be compensated based on how much effort, time, and money we expend Negotiators are likely to experience a clash between these two sets of norms when doing business with their friends It's more difficult to negotiate with people that you have strong emotional ties for several reasons: They can do things to you that others outside of your inner domain could

14 Alan Fowler (1990) Negotiation: Skills and Strategies (Vol 2) Institute of Personnel Management

15 SanPietro, L., Shonk, K., Subramanian, G., Sebenius, J K., Salacuse, J., Scheuritzel, R., Fairfield, W., Green, A., Beaumont, B., Bazerman, M., & Susskind, L (n.d.) What are Negotiation Skills? - PON - Program on Negotiation at Harvard Law School Program on Negotiation at Harvard Law School Retrieved August 14, 2023, from https://www.pon.harvard.edu/tag/negotiation-skills/

16 Miller, K (2023, May 11) 6 Negotiation Skills All Professionals Can Benefit From HBS Online Retrieved

August 14, 2023, from https://online.hbs.edu/blog/post/negotiation-skills

17 Miller, K (2023, May 11) 6 Negotiation Skills All Professionals Can Benefit From HBS Online Retrieved

August 14, 2023, from https://online.hbs.edu/blog/post/negotiation-skills never do Moreover, during negotiations with loved ones and friends, they will tend not to negotiate as stringent as you might with people that don't fall into these categories.

Even in most of our business negotiations, we try to drive a hard bargain, giving away not a penny more than is necessary even as we strive to ensure that our counterpart is satisfied with their own outcome However, figuring out who get what is rarely easy, but creative solutions to problems in negotiation do exist.

During the Covid-19 pandemic, several collaborative negotiation examples have emerged in the realm of tenant-landlord When Ho Chi Minh city went on lockdown in the spring of 2021, even prosperous retailers suddenly teetered on the edge of disaster Forced to close their doors, they wondered how to pay their rent Although staff have to think about how to negotiate with their co-worker, people likely focus on negotiations over salary, responsibilities, and workload But negotiating with their chairman can also set you up for success in negotiations outside your organization. Many of people have been frustrated by a superior’s involvement in a negotiation, whether because they micromanaged talks, contradicted our strategy, or didn’t give us the authority needed to sign off on a deal 18

Negotiation is a dialogue between two or more people or parties, aimed at reaching a settlement of differences or reaching an agreement in the outcome of the dialogue, in order to create an agreement and negotiate for the benefit individually or collectively and produce results that satisfy the different interests of the two parties involved in the negotiation process.

Strategy of negotiation skills

It can be seen that, whether we are buying a house, negotiating a contract at work, or bargaining with friends to see a movie, people often decide among an array of options through exchanges with others Synonymously, negotiation helps us enhance our thinking ability, thinking of a multi-dimensional problem To put it simply, people go to the market, they pay the price of the item with the saleswoman, that is the negotiation process, so it clearly that negotiation is not just between the directors of companies, or the heads of state Based on the mentioned examples and theories above, the goal of skill development in negotiation is to teach everyone how to create something new that neither party could achieve independently so that they can resolve complex problems through bargaining

Initially, a number of empirical studies carried out in the past years have started examining the different ways in which people behave during negotiations, in order to

18 Miller, K (2023, May 11) 6 Negotiation Skills All Professionals Can Benefit From HBS Online Retrieved

August 14, 2023, from https://online.hbs.edu/blog/post/negotiation-skills find out what is and is not effective Basically, there are many strategies applied to perform these skills which can help students understand the structure, usage, importance; the necessity of negotiation skills and further analysis of aspects of these skills

There are a variety of strategies when mentioned in negotiation, including “Look for Links Across Negotiations”, “Timing and Sequencing in negotiation”, “The use of language”, “Think positively”, “Thinking about the best & worst outcome before the negotiations begin” and “Preparing to use research the history, past problems or any sensitive points of the other party”

The researchers believe that should be found in “Look for Links Across Negotiations” Accordingly, negotiators focus only on the value as well as the results they will get in return which makes them weaker in the negotiation process In the meantime, analyzing links across multiple negotiations can spot many similarities in life between things related to the issue we are negotiating and what is referring to the content that most of the negotiations are interconnected 19 This example might be a good case in point: a negotiation between an employer and a student - final-year students apply to work at the company during an allowance increase negotiation In the past, with what they have contributed as interns and with their strengths and essential skills They demand their boss to give them a raise, and the connection here comes from the fact that in the past they have strived a lot for this job From this point of view, when implementing this strategy, it is necessary to use information and understanding to link information to find common ground for better results in negotiations

One major strategy that can be mentioned, the research team believes that considering the impact of Timing and Sequencing in negotiation is necessary Another problem is also considered to be equally prominent: Many people seek to speed up or slow down negotiations to put pressure on the other side and extract concessions But pressure tactics often backfire Thus, there is probably a lot of risk going on when they randomly increase or decrease the speed with the other negotiator

In some cases, when negotiating, if the speed is too sudden, too fast, or too slow, it can lead to emotions that make the words and words become not fluent, or anxious Subsequently, slowing down makes the other side feel insecure, not thinking clearly about the negotiation From this point, careful consideration of how the other side is likely to respond should guide when to accelerate, slow down, or pause a

19 Contract negotiation strategies | nibusinessinfo.co.uk (n.d.) NI Business Info Retrieved August 15, 2023, from https://www.nibusinessinfo.co.uk/content/contract-negotiation-strategies. negotiation 20 Because of that it can be seen that time affects many aspects in a negotiation such as outcome, psychology and perception In general, we should arrange it in a specific order so that the negotiation process can be successful and beneficial 21 “In negotiation, pressures are assumed to influence both the processes and the outcomes of the discussions Correspondingly this paper meta-analytically combined different forms of time pressure to examine its effects on negotiator strategy so high time pressure was more likely to increase negotiator concessions 22 For instance, in a negotiation with friends about an outing, people should keep to a certain style, do not speak too fast nor speak too slow and might follow a certain sequence First, give reasons why we should choose this location, then the results for both and to convince the other side to choose this location.

With regard to common strategies used for negotiation, it can be clearly seen that the use of language is also one of the necessary strategies of negotiation Primarily, in order to determine the thesis of the necessity of this matter, it is fundamental to have the answer to the relevant question of why the language is chosen by strategy The important capacity that language has is its power to realize or actualize some speaker or writer’s idea, impression, attitude or emotion Substantially, “Successful negotiators separate business from personal, facts from feelings They avoid letting an unpleasant personality or style drag down the negotiations They also avoid making the negotiations seem personal by using language such as “I believe” or “I think,” focusing instead on statements of fact If we pay this price, both parties to the venture will be at risk” (Sanjeev Bagal, 2016) Language about negotiations includes

“Language awareness – meant to highlight language that is relevant in negotiation” For example, when students negotiate with each other about a subject - Labor Law, students must use specialized languages and particular laws related to the issue being negotiated such as Labor, labor force, and remuneration and students have to know what the topic they are negotiating is in order to use the appropriate language Otherwise, do not use subjective words - “I personally think it is correct”, but have to look at it more multi-dimensionally and objectively As a matter of fact, in negotiation language is the way that we give arguments to prove your point of view has more superior points and more advantages through selected and applied words.

20 How Timing Can Influence the Anchoring Effect - PON (2023, May 2) Program on Negotiation at Harvard Law School Retrieved August 14, 2023, from https://www.pon.harvard.edu/daily/dealmaking-daily/in- negotiation-its-all-in-the-timing-nb/

21 Tania Măgureanu (2020) Negotiation Skills: An Objective Of The Legal English Course Negotiation Skills: An Objective Of The Legal English Course (2nd ed., Vol 1 ) PRACTICAL BUSINESS NEGOTIATION

22 Marco Pinfari (2011) Effective Personality Profiles In Negotiation According To The Myers-Briggs Type Indicator Hendrieka Truter

Another strategy that is considered to “work effectively well in this strategy” can't be ignored, think positively Nonetheless, many negotiators underestimate themselves because they do not perceive the power, they have inside of themselves accurately More specifically, in some negotiating situations, you have more power than you think To some extent, we believe that the other party needs what you bring to the table as much as you want the negotiation to be a success One major solution that can be mentioned is positivity is visible during the negotiation As John F Kennedy implied “Let us never negotiate out of fear” Whosoever enters a negotiation will think a lot about the other party, always asking themselves the question "Is the other party using other tactics? or Whether the other side is better than me or not?” It can be seen that if people think positively, they will perform better in your negotiation because they will see things in an upward direction, know what they need to do, and control themselves as “How to argue ideas to convince the other party?” Due to the stated point of view, emotions are also a factor that greatly affects the negotiator and feelings may be more important than talk, particularly in a bitter dispute Congruently, recognize and understand emotions, both theirs and yours, and make emotions explicit–talk about them–and acknowledge them as legitimate Over and above, listen quietly without responding to attacks and encourage the speaker to continue until he or she has said everything he/she wants to say, do not react to emotional outbursts, as it may lead to arguments which hinder negotiations” (DG Doye, Negotiation Strategy, 2004).

Another strategy is referred to as thinking about the best & worst outcome before the negotiations begin When negotiating in any case or problem, do not be upset if things do not go your way In most cases, as long as you know the highest and lowest expectations of each party and Steven R Covey (2013) has mentioned: “Before starting something, set an objective to work towards and set an expected outcome after it is over” Forasmuch, when it comes to negotiating too, setting an objective will show what people really want through this negotiation (it could be winning yourself by being more confident when participating in the negotiation) Otherwise, why people do not think ahead about the outcome? If fail, what will people do, continue or stop this negotiation? But if people succeed, what will people do next? Setting an outcome not only helps people not to feel surprised by the outcome that will happen, but also this is a way to motivate them to try harder, and strive to be able to show their best when participating in the negotiation process To give an example, when students negotiate with their teachers about the issue of changing the exam schedule Firstly, students should think of the best outcome if they negotiate successfully, which is to move the exam date to another session On the contrary, the worse outcome is the teacher will protest if this negotiation fails Thereupon, once we have set ourselves the best and worst outcomes, no matter what the outcome of the negotiation, people will not be surprised by it.

The last strategy is considered to be preparing to use research the history, past problems, or any sensitive points of the other party First and foremost, the more knowledge people have about the situation of the other party, the better position be in to negotiate It is assumed that an important part of preparation is Practice! The study of negotiation is like golf or karate “A third problem arises when you engage in so little negotiation preparation that you don’t know what you want In this case, negotiators often view the other party’s good-faith proposals with suspicion or disappointment” (Katie Shonk 2022) Therefore, it is advisable to prepare all documents and information of the negotiating partner before entering the negotiation

At this juncture, those who people are about to negotiate with, have the most basic information and relevant documents possible in the past, where they have been, and the relationships they have come into contact with A good example of this noticeability in practice is in negotiating supplier contracts, it's vital that you know your supplier well Research the company and the people you're dealing with to gain a better understanding of your position in the negotiation Henceforward, have thorough research from the past to the present, the most basic information about them, as well as the important key points when negotiating that people think, are essential to the other party plus this is also one of the strategies that show people preparation when they enter a negotiation.

These are strategies that the authors think is really necessary in the negotiation process and lead to a beneficial negotiation for both parties “While the discussion presented in this paper discusses win-win (integrative) and win-lose (distributive) bargaining as separate issues, negotiations usually occur along a continuum that ranges from nearly pure win-win to nearly pure win-lose An understanding of approaches for managing conflict, together with an understanding of the level of concern for your own and the other’s outcome (and an understanding of the other party’s concern for their own and your outcome), provides a framework for developing effective negotiation strategies” (Irwin McGraw-Hill, 1999).

The Aspect in Negotiation Skills

There are three types of negotiators:

First and foremost, the hard negotiator is a negotiator who only focuses on his own goals and puts his own interests first without caring what the other side thinks 23 This form of negotiation, also known as positional negotiation, is often accompanied using pressure, intimidation, or even manipulation to achieve one's demands This type of negotiation is only applicable in situations of competition, conflict of interest, or two sides with different views and goals Thus, hard negotiators will be those who lack flexibility and creativity, easily lose relationships and trust, are likely to fail because they only focus on their interests and requirements, cannot find a common voice, and spend a lot of time and effort negotiating A specific example is in the case of negotiation between friends A and B are friends, A wants to negotiate for B to let him join the study group On the A-side, A gave his strengths, and the values A brought, but demanded that A be respected and many things when A entered group

B On the contrary, B required A to have excellent achievements and more requirements than that Both sides negotiate in a tough spirit, with no flexibility and unwillingness to give in In the end, the negotiation was unsuccessful, and the two sides could not continue to cooperate in this real estate project any attempt to reach an agreement has been exposed by the tough stances of both sides.

Secondly, a soft negotiator is a negotiator-friendly approach, focused on avoiding conflict, making concessions easily to reach an agreement, building trust, and maintaining a good relationship Among other things, friendly negotiation will not focus on achieving personal interests but will focus on understanding, listening, and respecting each other's opinions to choose a solution that meets the common interests that both parties feel satisfied The soft interlocutor will be someone who has trust in the other party, creates understanding and the ability to listen to the other party, encourages creativity and finds win-win solutions, increases the likelihood of reaching an agreement in a short time, builds a positive negotiation environment and creates a foundation for future cooperation For descriptive purposes, a student shopping at a clothing store, both parties are negotiating the price and quality of the clothes, also because the clothing store realizes that it is important to maintain a long- term relationship with this student, they decide to use soft negotiation Instead of just focusing on the target price, the store listens and learns the requirements and desires

23 Doye, D G., Love, R O., & Hyer, T R (n.d.) Negotiation Strategies | Oklahoma State University Oklahoma State University Extension Retrieved August 15, 2023, from https://extension.okstate.edu/fact-sheets/negotiation- strategies.html of customers and they try to sell at a fair price During the negotiation process, the store also offers the benefits that the buyer can gain from buying multiple products: service incentives, support, or the opportunity to expand the store By using soft negotiation, the store creates a positive exchange environment, building trust with the buyer as a student As a result, both parties are able to reach a good agreement, not only on price but also on terms and mutual benefits that both parties are satisfied with This means that soft negotiation is based on the starting point of concessions, a pleasant atmosphere, and views of partners as friends to create a foundation for building a long-term relationship, not focusing on economic benefits.

Finally, the principled negotiator is one who seeks a win/win solution It is considered a win/win solution is not a compromise wherefore it is the creation of a solution that satisfactorily addresses the rights and interests of each party Hence, it might have concluded that when entering into a negotiation, one of the key steps is Preparation However, while preparation is crucial, people need to remain open and flexible When negotiating, always ensure that there is a precise agenda set ahead of the meeting, that knows exactly who will be in the delegation from the other party together with they know what to say, what to do according to the prepared agenda so that they are not flustered and distracted.

In terms of your attitude and mindset, the below are important to keep in mind: Negotiators are the first people to ensure that you cultivate a good working relationship based on respect and trust Separate the relationship from the substance of the negotiation and please respect each other (from both sides) in negotiations because “when you respect others, you also respect yourself" and trust both sides On the other side, negotiation is not a space to determine winners and losers, but a place for two parties to come up with views, concluded and benefit together.

An important aspect of negotiating is to make the other party feel as safe and as comfortable as possible, even if little things count:

1 Consider where the other person would feel most comfortable – at his / her offices At yours? In a boardroom?

2 If you are going to deal with someone who you know will not be coming in a suit, it may be wise to tone down your attire, whilst still maintaining a professional dress code so that both sides feel comfortable, not constrained by anyone's position

3 Does he/she prefer you speak in his / her mother tongue (assuming that you both speak the language), or in English?

4 Always ensure that you do not leave the person waiting if the meeting is taking place at your offices Also, greet the person yourself rather than having a secretary usher him/her in

Good negotiators elicit the following conversations with the other party.

1 The “What happened/is happening” conversation

The important thing is people might listen attentively, with an open, unbiased mind Sometimes it’s difficult to do this because people have their ideas and views as to what happened and the “Feelings'' conversation may make you defensive, or even make you feel angry or offended At all times, ensure that people maintain focus on the interests of the other party, rather than the position taken by him/her For this reason, keep leading the conversation back to the interests of the other party and their

“how and why”, till you have fully understood them Also, keep in mind that there are two issues:

1 The current issue itself (substance)

2 The relationship (you need to ensure that the ongoing relationship not only is not harmed but improved by the negotiation, ensuring that future negotiations will have positive outcomes)

Emotional control generally brings positive consequences for negotiations and they are more likely to lead the parties toward more integrative processes; create a positive attitude toward the other side; promote persistence in addressing issues and concerns in the negotiation; and set the stage for successful subsequent negotiations In the bargain, positive emotions frequently result from procedural aspects of the negotiation process, such as fair procedures during negotiation or favorable social comparisons

Negotiation greatly affects a person's emotions, in the event that the negotiation does not go as expected, people will feel frustrated and not really have enough capacity to negotiate From there, experiences have created self-deprecating psychology for people and prevented them from believing in their knowledge as well as their abilities Resultantly, people have to manage their emotions so that they can listen better; listening, understanding, deep, and enough rely on a lot of listening to be touched at that time

It would be remiss not to mention some of the psychological considerations involved in (transactional) interactions during negotiations The term Transactional

Analysis (TA) was coined by Eric Berne, a psychiatrist, who wrote the book “Games People Play”, with a follow-up book “What Do You Say After You Say Hello” Currently, in terms of psychology in Vietnam, there have been many cases under the name "Psychological Manipulation" This can be seen as a form of psychological abuse, excessive influence on others through mental distortion, and psychological and emotional abuse with the aim of obtaining the power, control, interests, or privileges of the victim It is seen as the behavior of psychological control of others, forcing them to conform to their thoughts and desires Currently, some negotiators may deliberately use tactics to manipulate the other party For victims of psychological manipulation: They will not be able to regulate their behavior, their psychology will not follow their natural emotions and will and they do things that they cannot distinguish right from wrong, emotions, confused perception, everything they do is influenced by other people this being the case, people would need to ensure that they persist in holding ground and always speaking only conscious state.

The Relationship between Communication and Negotiation Skills

Communication is a two-way street that requires everyone involved to exchange messages Especially when the parties want to negotiate, communication is an essential skill Furthermore, it includes acts of exchanging knowledge and experiences, giving advice and commands, and asking questions These acts may take many forms, in one of the various manners of communication

Negotiation as a communication process, can be characterized by common properties:

1 There are two or more parties and a conflict of interest among these parties

2 The conflict can be resolved by an agreement, which is accepted by all parties

3 There is a mutual dependency between the parties, one needs the other and vice versa

3 The parties communicate because they want a better agreement instead of simply accepting what the other side will voluntarily give them

Reduced to its essence, negotiation is a form of interpersonal communication and communication processes, both verbal and nonverbal, are critical to achieving goals and to resolving conflicts Both sides communicate, express language verbally, and communicate with each other with eyes and gestures so that the other side can understand the problem.

Negotiation can occur in a variety of forums, and each forum requires the use of numerous communication tools According to the dictionary English, communication is simply the act of transmitting or conveying information By the way, negotiation depends a lot on the information More specifically, the more information one can get, the better his/her position to negotiate When negotiating, both parties involved usually prefer to keep certain information private Still, because each side wants to obtain some information and conceal other information, communication can become very complex A lack of communication between parties leads to breakdowns and misunderstandings added to without ongoing communication, there is also the risk of impasse and deadlock In such a way, open communication aids mutual understanding and this in turn leads to better long-term agreements between parties

In the process of negotiation, communication functions to coordinate results and exchange information Then, depending on the purpose the parties will express strategic intentions and tactical actions to each other.

However, communication processes vary according to the formality of the negotiation situation, and communication in negotiation focuses on: Substantive issues communication between parties is interpreted or translated where the focus is split on both the speaker The authors’ own experiences in negotiation conferences reveal some significant differences in the nonverbal behavior of participants compared with their behavior in face-to-face communication with the intention of great negotiators being great listeners They do not do a lot of talking and spend much of their time asking smart questions and concentrating on the answers Furthermore, they also take their time responding to what they have heard as opposed to reacting in an unnecessarily adversarial fashion The psychological benefit of being a good listener is that the person to whom one is listening tends to be more cooperative and understanding in reaching a solution to the problem

2.4.1 The Communication Aspect in Negotiation Skills

Effective communication is directly proportional to negotiation, the better the communication is the better the negotiation would be 24 Alongside, negotiation does not mean fighting and shouting, instead, it is simply the exchange of one’s ideas, thoughts, and opinions with each other One needs to have excellent communication skills for a healthy and effective negotiation and communication is an art and one should master it to excel in all kinds of negotiation with the addition of the other person will never come to know about your thoughts and ideas unless share them with them whence they might not see your gray matter, it depends a lot on how you speak Cannot deny that, negotiation is how they improve their communication and that's when people know how they should talk, behave, and use words to suit this situation. For example, Olivia wanted to purchase a pen for himself She was unsure about the price the shopkeeper quoted and found it a little too high Olivia wanted him to

24 Role of Communication in Negotiation (n.d.) Management Study Guide Retrieved August 15, 2023, from https://www.managementstudyguide.com/role-of-communication-in-negotiation.htm#google_vignette reduce the price of a pen But Olivia lagged with good communication skills and whatever she spoke only confused the shopkeeper She kept on cribbing and pleading which further irritated the shopkeeper and he refused to entertain Olivia further Olivia wanted to buy the pen, but her only mistake was she did not speak in a convincing manner Had she spoken clearly and explained to the shopkeeper why the price of the pen should be a little less than what he had quoted, the pen would have been her In this case, the negotiation was not fruitful as nobody gained anything. Effective communication is important in salary negotiations as well, it expresses your salary expectations clearly in front of the recruiter 25 For instance, when you want your salary to be more than what he has quoted, mention it very clearly but politely, here are the tips you can consider To begin with, you might have to try your level best to convince the recruiter because you need a salary hike and probably Eventually, learning to be a bit tactful, such as in the style, accent, the pronunciation is also important, and do lay emphasis on words that you feel are important 26 Once and for all, if you are not satisfied with the offer, it’s better to decline it but in a very polite way

Effective communication is of prime importance in business deals also The terms and conditions must be mentioned clearly for better transparency and don’t try to hide anything from the second party It’s always better to depend on written modes of communication like emails, letters, documents, or agreements for better reliability Use corporate terminologies, and professional jargon, and might not use irrelevant if they come to know that you are nervous, they would try to sit on your head and the deal would never be in your favor You might need the job badly but don’t let the other person know about it instead of be very confident and show a positive attitude Whenever you are going for a negotiation, don’t forget to carry your smile because lashes your million-dollar smile but does not laugh unnecessarily or crack silly jokes in between Exchange greetings and compliments to break the ice

In the process of negotiating and communicating with the other party, people should sit straight, and do make eye contact with the person sitting on the other side of the table People might concentrate on the negotiation and not look here and there, it will shows your confidence and strong

Negotiation is no rocket science, the target audience might be very clear about their expectations and interests; express the same clearly, convince the other party, and come to something acceptable to both Alongside this, do not say anything which

25 Role of Communication in Negotiation (n.d.) Management Study Guide Retrieved August 15, 2023, from https://www.managementstudyguide.com/role-of-communication-in-negotiation.htm#google_vignette

26 Role of Communication in Negotiation (n.d.) Management Study Guide Retrieved August 15, 2023, from https://www.managementstudyguide.com/role-of-communication-in-negotiation.htm#google_vignette might hurt the other person and be very polite in your speech, involve everyone in the discussion, and decide in favor of all the participants for effective negotiation

2.4.2 Types of communication in negotiation

To begin with, Verbal communication is the exchange of information between individuals, between individuals and groups through speech At the same time, this is also one of the ways to communicate between employees and superiors, between colleagues, between friends, between students and teachers, and between children and parents Perhaps, speech is very prominent because speech is a means for us to communicate in language between people Through words, people exchange work to find solutions, present their views, express their thoughts and feelings, and express their presence Simultaneously words express a person's thoughts, thoughts, feelings, love, attitudes, and responsibilities in his or her position Of course, each of us can say what we want, and depending on the situation, our role, and the object use words as a means of communication accordingly Considering the fact speech is a means of communication, it always has a strong influence on the listener Consequentially, the effectiveness of verbal communication in a negotiation depends upon the ability of the speaker to encode thoughts properly and on the ability of the listener to understand and decode the messages

Language operates at two levels: the logical level and the pragmatic level (semantics, syntax, and style) The researchers focus on logical attributes instead of semantic or style attributes A negotiator's word choice, tone, tempo, and inflections may not only signal a position but also shape and predict it

A substantial portion of our communication is nonverbal Perhaps, experts have found that every day we respond to thousands of nonverbal cues and behaviors including postures 27 , facial expressions, eye gaze, gestures, and tone of voice From our handshakes to our hairstyles, nonverbal details reveal who we are and impact how we relate to other people likewise non-verbal communication is anything that is not words Examples of non-verbal communication include vocal cues or paralinguistic cues; facial expressions; eye contact; interpersonal spacing; posture; body movements; gestures; touching, etc

Nonverbal Communication is shown a lot in negotiation, the first is typically the expression of language by facial expressions even more, just think how much information can be conveyed through a smile or a frown 28 Furthermore, a person's

27 Cherry, K (2023, February 22) 9 Types of Nonverbal Communication Verywell Mind Retrieved August 15,

2023, from https://www.verywellmind.com/types-of-nonverbal-communication-2795397

28 Miller, K (2023, May 11) 6 Negotiation Skills All Professionals Can Benefit From HBS Online Retrieved

Effects of Negotiation Skills on Students

Negotiation can be considered a skill that assists individuals or teams to obtain an agreement based on their interests Ultimately, what we do when we negotiate is to attempt to influence others to accept our way and sometimes it succeeds, and sometimes it did not achieve the target Coupled with any skill when influencing or having an impact on people leaves negative and positive effects

For each student, negotiation affects a lot, especially in terms of emotions, communication, thinking, and mindset It can be said about the positive of negotiation skills when it affects students - especially students of Law University Firstly, negotiation will be an essential and extremely important soft skill Besides you acquired this skill as a student, they can use it to participate in academic competitions related to negotiation or students can use it to negotiate with friends while doing assignments, discuss in class and negotiate with teachers to change the schedule In addition, when they graduate, negotiation is also one of the skills that every business needs in the job description when enterprises want to recruit interns or employees Secondly, negotiating will help them ameliorate your ability to communicate with people and the influence of negotiation skills on thinking is huge It not only trains students how to organize ideas in their thoughts to express them but helps them have more ideas More deeply, it is how to use words, choose the right language, and how to use body language when discussing This can help you get better grades in class presentations and make a stronger impression on your teachers Finally, a current student at the Ho Chi Minh City University of Law should know how to negotiate so that they can apply it to work later When students practice in a law office or in court, they must have this skill taking into account that it will help them protect their client, negotiate with the other party for mutual benefits and find the most suitable solution Last but not least, negotiation is also one of the tools to protect you from bad external influences For example, in life, you will need to apply this skill to help yourself and protect yourself Negotiating a job offer, asking for a raise, making the case for a budget increase, buying and selling property or equipment, and closing a sale with a customer are just a few examples of the many deals you might be involved in Outside of professional settings, you are likely to flex your negotiation skills in your personal life, too

On the negative side, if students do not understand the definition of the two words

"Negotiation", it is easy to get attached to the negative things that it brings If students think that negotiation is simply an argument, and what they care about is winning, people are wrong As a result, they will become sensitive when negotiating and defy all sorts of tricks to mislead the other party Moreover, they will let their emotions dominate and negotiations to the point where they cannot reconcile themself and this leads parties to escalate the conflict; or lead parties to respond and may thwart integrative outcomes

However, to be able to deduce how effective it is depending on how students apply it If students turn it into a skill, their own strength, it will have a great impact on helping them develop more in their studies, work, and themselves On the contrary, if students apply it the wrong way or abuse it and depend on it, it will make this skill counterproductive Whenever applying a skill, it will be a double-edged sword that directly affects and produces an outcome for themselves.

The Significance of negotiation skills on Students

“If you are going to play the game properly, you’d better know the rules” When it comes to negotiation, many people probably know it, but what is its real meaning, and what specific concept it reflects, very few people have a complete answer Nevertheless, as a student still sitting in school, negotiation will be a more meaningful skill for them both in real life and at work

Firstly, negotiation is very important in influencing students' ability to communicate Developing Interpersonal Skills is one of the significant contributors to the development of students in all aspects and people can develop communication skills in many different places Although it cannot be denied that "Negotiation is the space to develop this skill faster and better than ever" In addition, any skill that you repeatedly and consistently employ is bound to get better over time Moreover, as you use your interpersonal skills in a negotiation setting, they begin to grow & develop Over time, you will find it easier to communicate with other people and to get them to like you Besides, another way that negotiation is helpful in your daily life is because it gives a boost to your verbal, creative, and reasoning abilities These abilities are imperative for any individual to lead a successful life and think about it: negotiation demands that you learn how to effectively communicate your ideas i.e verbal abilities

Secondly, in daily life, negotiation skills are important for everyday life success is that they help to become more confident, support people to see their own value and recognize skills & abilities Furthermore, people can learn how to assert themselves when they learn how to assert what they want and stick to their point will be able to arrive at an outcome that’s beneficial

Thirdly, in the school - this is not only for students to study, but moreover, it is a good environment for students to form basic skills before graduation and soft skills, especially negotiation really important and employers demand a lot from them A number of authors have recently criticized study programs for failing to develop employability skills such as communication, teamwork, negotiation, and leadership in their students (e.g Andrews, 2004; Bennis and O’Toole, 2005; Eunson, 2005; Tyson, 2005) Negotiation and conflict resolution skills are among a number of skills identified as being essential to the employability of students (Carnevale, Gainer, and Meltzer, 1990; Eunson, 2005; O’Neill, Allerd, and Baker, 1997) and to managerial effectiveness in general (Lax and Sebenius, 1986; Mintzberg, 2 1973) According to statistics from NSW AMES (an international organization for skills training), soft skills account for 80% of success Nonetheless, in Ho Chi Minh City University of Law, an obvious fact that can be easily recognized is that these are the main activities that help students practice soft skills, especially negotiation skills For students studying at school, participating in Moot competitions, debate contests, or doing scientific research projects is also a way to help students improve this skill Based on the mentioned theories above, debate and negotiation clubs offer an excellent environment for students to practice the fundamental elements of negotiation, such as active listening, and from there students can also get feedback from coaches (and one another) to continue improving their negotiation skills

Fourthly, in building relationships in life, negotiation skills are not only essential skills in school to learn, but they also apply to surrounding relationships (namely, teachers, and friends - who are directly meeting every day) It might be inevitable not to avoid conflicts occurring around and it has accurately been recognized that negotiation is also a skill that helps to resolve those conflicts, creating a peaceful environment between existing relationships In order to become more successful negotiators, students might learn to apply negotiation frameworks to everyday situations If students notice a conflict between each relationship, use it as a teaching opportunity to encourage them to use the principles of negotiation to find a solution that benefits both parties As a matter of fact, negotiation cannot be used to determine which side is wrong, but using this skill is a method to help both parties reconcile, point out the causes of unnecessary arguments and find suitable solutions Besides, in the surrounding relationships, negotiation not only means to resolve conflicts but also has the same meaning as protecting each student and helping them avoid the worst possible scenarios Basically, successful negotiation helps students build stronger relationships with others and negotiation fosters goodwill despite a difference in interests and instructs students to respect the concerns of all sides in a conflict Accordingly, to put it simply also helps avoid future conflicts by leaving both parties equally satisfied, with no barriers to communication

Fifthly, in the training of human personality, negotiation sometimes might be presented as a selfish activity However, at its core, negotiation is about discussing motivation and understanding what the other person wants For the same reason, it is not only to improve skills but also personality training for students Moreover, it also makes sense through Negotiation Skills Make Students Less Selfish Business coach

David Finkel said: “One of the most powerful things you can do in a negotiation is draw out why the other party wants to make a deal.” He encourages negotiators to take the simple step of asking questions in order to start negotiations from a shared point of understanding In the classroom, this comes from students discussing what they want and why “The purpose of negotiating is seeing if you can get your interests achieved through an agreement,” writes David Wachtel at Negotiation Experts “An interest is why you want something, not what you want.” What Wachtel means is that many students don’t want to explain why they want something - they think it’s the equivalent of “showing their cards.” To understand the importance of communicating with the person you are negotiating with and focusing on their needs, consider the exercise in “Getting to Yes” by Roger Fisher and William Ury Selfishness in this case is not selfish in a negative way, because negotiation is not the space to decide if you are better or you are more talented Negotiation is where you realize what you think is lacking and never be selfish with anyone, each person has their own point of view and each of those views will be part of the success or lack of what you're working on Accordingly, do not be selfish when others negotiate better than you, do not be selfish when people do not support your point of view and do not be selfish when you think your opinion is always right because negotiation is a place to synthesize, cultivate knowledge, and practice skills A good example of this noticeability in practice is in this story, two kids want one orange After some negotiation, they agree that one child can cut the orange, but the other gets to choose which slice they’ll take Had they discussed why they wanted the orange, they would have found out that one kid was thirsty and just wanted the juice, while the other only wanted the peel for baking The solution in this case would have doubled the amount of peel and juice each child got, proving the importance of the reason behind the demand

Sixthly, in the workplace, in the process of submitting a curriculum vitae and interviewing to a certain company, they will require us to have certain skills and negotiation is also one of the skills employers need in almost every industry Negotiate with partners, businesses, and projects in the Company - that reminds students to use negotiation skills as a "secret weapon" to have long-term career success, negotiation skills are imperative if you want to be successful in the long run

To land a job and related perks that are beneficial to you as well as to the company involved, people have to know how to negotiate As you move forward in your career, you’ll find more instances popping up where you’re required to put your Negotiation Skills to use (for e.g.: taking a leave) Also, if you’re an employee who’s worked at a company for a long time, you might be toying with the idea of a salary raise In this case, effective negotiation skills can come to your aid The better your negotiation ability, the better chances you have of securing a good raise

Last but not least, not only in schools but also in workplaces, there are conflicts between company mate, employers and employees That's why now the negotiation skill has been used in solving workplace conflicts and conflicts are a common part of any life They also frequently occur in the workplace and can be quite detrimental to the overall performance of a company After all, if your employees are constantly in a state of strife, then they won’t be able to collaborate effectively As a result of repeated conflicts, they might not communicate efficiently with each other This can cause communication breakdowns in the workplace, further exacerbating the problem One way to solve this problem is through negotiation, you can figure out the root of the problem between individuals–or even departments then require them to sit down in front of each other and engage in a peaceful negotiation to figure out how to find a favorable outcome for both parties

In conclusion, it can be seen that negotiation carries broad meanings that stretch all around us, from everyday life to work and relationships around Regardless of the circumstances, the meanings it brings have helped the students gain more experience, understand more and learn how to negotiate with everything around them better.

The Difficulties in Negotiation Skills on Students at HCMULAW

In intractable conflicts, removing the obstacles to negotiation is the critical first step in moving toward negotiated agreements Spasmodically students fail to negotiate because they do not recognize that they are in a negotiate position Beyond, there are many different reasons why they have difficulty in this process, possibly due to the fact that they do not have a strategy and a specific agenda, to prepare when entering the negotiation Otherwise, there is not much experience to practice before, it is not possible to anticipate possible risks with unexpected situations and many other reasons stemming from many objective and subjective aspects

There are some people who say, “Do not let your obstacles become your excuses.” Obstacles arise in every negotiation, and they’re frequently the reason why an outcome did or didn’t occur That is why the most common negotiation obstacles with students at Ho Chi Minh City University of Law can be broken down into three categories: knowledge, emotions and tension, practice, personality, logic, and issue obstacles

To begin with the knowledge obstacle, perhaps it is an intricate thing to explain forasmuch as there are now countless documents, and articles talking about negotiation (definition, influence, ) Regardless, those are just academic and theories, subjective in the opinion of the writer On this account, when students do not have a prior background in negotiation insomuch as they will not know which article to choose and won't understand all the ideas the author wants to convey, it will be a huge obstacle In the past, when our country negotiated with the US to sign the Paris Agreement, we also applied our knowledge of negotiation and knowledge of society at that time to negotiate with the US in order to have the US withdraw its troops and regain national independence And back to the present day, especially for students of Law University, it seems that negotiation is not yet a compulsory subject and the amount of knowledge that students learn about negotiation in school is not really enough Other than that, students at Ho Chi Minh City University of Law are only exposed to negotiation skills through negotiation skills, through the form of integration into the lessons of the teacher More specifically, there do not have much time for teachers so they just show simple examples of negotiation to help students have the most overview without a practical exercise to practice For students of high- quality classes, the subject "Negotiation and Contract Drafting Skills" is also taught, but this is only an elective subject and with not too many periods, students seem to be unable to grasp it, learn all about negotiation Conceivably, students only understand this skill on the surface without understanding the true nature and meaning of negotiation In other respects, for legal English classes, negotiation skills are only a small chapter in a number of subjects that students learn For the same reason, they don't really have much knowledge about this skill, they can only know or hear that

“This is an important skill that students need to have”

The second place is the obstacle of space to practice, perchance, they always imagine that in order to practice negotiation, they have to be in a scenario of negotiating with someone who is really good and has a big position, but in fact, to find a space to practice negotiation skills is not too difficult, it's simply that in the time of group work, you and another friend disagree on a certain point of view, both giving reasons to convince the other person and come to the same conclusion for this exercise, which is also called negotiation For students, it is true that they do not have too much space to experience negotiation, which makes it difficult for them to fight outside Only apply the available theories without preparing anything in advance, as well as predicting what the risks may be in a negotiation

Another argument is that personality obstacle relates to the behavior of the individual you're negotiating with more than students always think that personality will be the biggest barrier when participating in negotiations and they tend to think that extroverts, open-minded, enthusiastic and cheerful will negotiate better than introverts - shy and talk less In a chapter in the Handbook of Research on Negotiation (Edward Elgar, 2013), Washington University professor Hillary Anger Elfenbein, a leading researcher on personality differences in negotiation is written: Extroversion refers to an individual’s degree of sociability, assertiveness, talkativeness, and optimism It can be seen that, people who score high on extraversion tend to form ideas and opinions by interacting with others and they thrive in group settings and are highly responsive to others’ emotions In addition, they can be confident and skilled at public speaking, assertiveness, and a lively, friendly personality are all traits that we know from experience can be powerful assets in negotiation, enabling dealmakers to build bridges, draw out others’ interests, and advocate persuasively on their own behalf On the contrary, introverts tend to be quieter, prefer working, thinking alone and shyness is more common among introverts Notwithstanding, there seems to be no evidence that extroverts outperform introverts in negotiation In fact, as we described in our November 2014 issue, writer Susan Cain, a former negotiation consultant, makes a convincing argument in her bestseller Quiet: The Power of Introverts in a World That Can’t Stop Talking (Crown, 2012) that introverts bring valuable skills to the bargaining table Extroverts would benefit from adopting introverts’ tendency to listen to and absorb what others are saying, for example And because introverts generally prefer to deliberate over important decisions in private, they may be less susceptible than extroverts to making impulsive, poorly thought-out group decisions After all, personality is not an obstacle that there is no better way to improve your outcomes than to thoroughly prepare for a negotiation

Moreover, the issue obstacles tend to be the most consequential to negotiation, but getting past them is usually easier than getting past the others If you do get stuck, consider trying one of these methods:

Find out why and if someone rejects your position on an issue, find out why In view of the fact that people frequently defend a position before they even understand why someone objects to it Ask questions first, then try to find a resolution more than that they might be surprised by how easy it is to address the issue once they know what it is In such a way, this will help unlock their creativity, allowing them to find ways to resolve the obstacle and move forward The reality is, an obstacle is just a temporary roadblock that can be overcome with calmness, creativity, and perseverance

Negotiating is a tension-filled and thus emotional experience A successful round of negotiations will usually have several built-in strategies to reduce tension, such as opportunities for withdrawal, predetermined sessions of limited length and agreements on who can speak for how long Nevertheless, it is up to the leaders of the negotiating team and the facilitators, if present, to use their good sense to deal with problems as they arise This can be done by making jokes, insisting that all who deserve to be heard are heard and insisting on respect and consideration for all parties Conclusively, the logical obstacle is one in which you're struggling to understand their reasoning, or they’re struggling to understand yours These can be frustrating Running into a logical obstacle can make you feel like you're talking with someone who thinks the sky is green and the grass is blue Logical obstacles can also be huge time-wasters, as you attempt to get the other side to see the world your way In all probability, each person has a different logic on how to arrange the problem, so it is not possible to ask the other person or themself to change that logic The next time students hit this roadblock; they might want to try one of these techniques:

There’s no sense in continuing to debate about who's right and who's wrong Instead, start asking lots of questions to understand how they got to their viewpoints and this will help students find handles they can use to move the conversation forward If your logical issue has to do with two potential outcomes (e.g., they think

X will happen while you think Y will happen), then place a bet on both If your logic is right, then you'll both do it your way; if your logic is wrong, then you'll both do it their way If a logical obstacle isn’t central to the negotiation, then agree to disagree and move on However, if it’s central to the negotiation, then first try one of the two options above Finally, that leads to some people worrying so much about “losing” the game that they would rather forgo the opportunity to experiment with an unfamiliar negotiating technique or strategy in an unprotected learning environment This tendency is common among senior managers, as mentioned above, but can be found in any trainee who is unwilling to try an unfamiliar approach or method because it is awkward Only by testing a new technique in a risk-free setting will such trainees become likely to try it in everyday practice

For that reason, students may encounter many practical obstacles from the outside with negotiation skills that are not knowing in which cases and how to apply - the lack of practice space makes students passive and only listen to negotiations For this purpose, it may be necessary to have more programs, and more space to try with this skill Subsequently, it not only improves people to practice listening skills, but it also helps how to communicate with surrounding relationships In a nutshell, there is no difficulty or obstacle that the students cannot overcome, so find the best solution and really understand the negotiation to get the best results

Developing the Negotiation Skills of Graduate Management Students Dr Sandra Kiffin-Petersen Graduate School of Management, University of Western Australia, Australia.

METHODOLOGY

Data Procedure

The data collection process is an integral stage of every research Depending on the aim as well as the topic area selected for research and the scope of the research, each author has a divergent way of collecting data

Some of the approaches the team intends to utilize consist of questionnaires, interviews, and even translation tests to diversify the data gathered thereafter survey construction and data collection proceedings are described At long last, after having a database that is considered to be relatively complete, the research team applies a number of supporting tools, presented in the next subsection, to analyze and calculate the data for the sake of getting the final results.

Data Analysis

During the research, surveys will be carried out for main purposes Nonetheless, in general, whatever the purpose, the data collected through the types of surveys is preferred to be processed by tools such as MS Excel, Google Forms, and Survey with paper questions.

Specifically, in the first step, Google Forms and survey with paper questions are used to collect data and results from students of Ho Chi Minh City University of Law, in addition to using this website to collect the database through questionnaire forms, we leverage its auto-generated graphs for the research These charts help the group have a more intuitive view of the data of the research along with the percentage of the survey groups After that, for MS Excel software, the author's team performed analytical steps, calculating complex equations to give final results, serving the next steps, on the basis of previously accumulated data The statistical method used in the questionnaire, based on frequencies and percentages, was included in the analysis and the most significant, needed answers for the study questions are represented by the item of high frequency and percentage as well as tables are used throughout the document to show the research's findings After collecting both qualitative and quantitative data, the following step is analysis, which necessitates the use of frequencies and percentages to analyze the quantitative data

On the basis of the research questions, the results and analysis of the questionnaire were carried out.

The Subject of the Research

Ho Chi Minh City University of Law is chosen since it, apart from being the place where the authors have been studying, is one of the meager numbers of universities having a faculty of Advanced programs and Legal English Additionally, this is also a prestigious educational institution with the leading quality training of legal human resources in the South of Vietnam With a long-standing reputation and proven teaching quality over many generations, the Ho Chi Minh City University of Law was chosen as the place for the research to be completely grounded Focusing on research related to this field will be a potential development prospect not only for the University of Law of Ho Chi Minh City when it becomes a center for training professional human resources in English majors in law but also for students who learn in school will gain deeper consciousness of negotiation, have knowledge of the strategies and get the space to practice this skill Further, students can apply this skill when doing internships, participating in debate competitions, working at companies not only in law but also in other specialties, and negotiating on issues around life.For this purpose, the 3rd and final-year students of the high-quality faculty, the Faculty of Legal English These students are selected as the subject for this research because they were the most suitable choice by virtue of the participants being all Vietnamese citizens with similar educational and cultural backgrounds They have been trained with courses that provide relatively sufficient specialized knowledge and skills while still a student at the school, to conduct surveys and translation tests of the research group In more detail, the authors surveyed approximately 90 students studying at these two faculties and this number accounts for around 10% of the total number of students studying at the school were all Vietnamese citizens with similar educational and cultural backgrounds This represents the recognition that negotiation skills are very essential for all students.

Description

In this study, as mentioned, junior and senior students majoring in Legal English at Ho Chi Minh University of Law were selected as the subjects of the survey The research took advantage of three categories of surveys to find the most accurate results possible These types of surveys are described respectively in terms of survey content, form, and methods in a patent and detailed manner, including questionnaires, translation tests, and interviews.

First, the team utilized a questionnaire of … questions This was a test for scientific research on legal translation, the questions in it mainly focused on the participants’ perceptions All participant information is completely confidential The content of the questions revolved around cultural obstacles that novice translators may have in the process of translating international commercial contracts as well as the question of whether the participants found it challenging in numerous culture-aspect issues when involved in this academic activity Filling out the questionnaire was carried out both online and offline To be more specific, the participants expressed the shades of their opinions and raised their points of view by means of two types of questions The team asked survey participants to choose the answers which were the most suitable for them in the multiple-choice questions and write the answers based on their own opinion and experience.

Subsequently, for the topic of this research, regarding translation, the translation test was an almost indispensable kind of survey People attending the translation test received an in-depth test of the translation knowledge accumulated The team designed the source language and the target language for this test to be English and Vietnamese respectively, in other words, there was only a simple requirement for translators: translating prepared sentences from English into Vietnamese The content of the test specifically included four sentences, consisting of provisions extracted from an international commercial representation contract that was created between two parties: Principle and Representative They were asked to translate sentences, which contained content that was easily ambiguous by cultural factors in the language, in the most suitable way The purpose of the translation test was to identify cultural problems and how the participants faced them and chose their word choices in translating this type of contract As a matter of fact, the survey’s subjects, junior and senior students, who are novice translators, often encounter those difficulties and obstacles.

Procedure

On the whole, the number of people participating in each survey had a certain difference This depended mostly on the structure, purpose, and exploitation content of these surveys were inherently different These affairs are described in detail as follows.

The survey applied, which is the most common type of survey, was the questionnaire This type of survey was conducted both online and offline For the online form, the team created the link containing the questionnaire and widely disseminated it to all classes in the faculty of Legal English at Ho Chi Minh University of Law by means of various social networks The questionnaire was in the form of a Survey which is a prevalent method in virtue of its convenience Thanks to the enthusiastic and helpful support from the research advisor, the team managed to make the questionnaire become widely available to participants For the paper form, the team made an effort to deliver them personally to junior and senior students in the class of LE44A, LE44B, LE45A, LE45B, and advanced program classes In this category, the number of participants included 84 people Looking at the actual situation from the statistics of the survey, the number of junior students who participated was 52 people, while the number of senior students who had completed the questionnaire was 32 people As mentioned above, analyzing multifarious statistics was carried out through Google Forms, with its most prominent benefit being saving time and effort, and accelerating the process of analyzing data statistics Conjointly, it provides visual graphs of the results to enable authors to track them efficiently, therefore being capable of proving the truth that cultural issues are widespread enough to be considered a hindrance

After a two-week period of distributing the surveys widely to many sources to validate the results, the team conducted analysis, and data statistics, as well as drew crucial and significant conclusions With this number of people surveyed, the research team has reason to believe that it is sufficient for the conclusion to be appropriate and practical.

RESULTS

Questionnaire

Table 1: Figures of statements about personal view on the effects of negotiation skills on the success of communication

1 Have you ever convinced anyone to agree with your opinion or any offers you give them? 97.6 2.4

2 If they reject or disagree with your opinion, do you think of another method to get them to agree with your opinion? 94.0 6.0

3 Do you think you will negotiate with them to get them to agree with your idea? 89.3 10.7

Do you often use negotiation in your daily life? (Negotiate to raise your salary, negotiate to convince your parents to let you choose what you want to do, )

5 Do you think “Applying the negotiation makes the success of the conversation is higher”? 90.5 9.5

As regard Table 1, overall, the participant’s viewpoint about the appearance of negotiation showed that almost data followed the idea about the existence of negotiation in normal communication The low standard deviations suggested that only a small group of participants lack awareness about the negotiation arising in routine communication

According to the data, it is clear to see that the means for each item ranged from 1.02 to 1.11, indicating that, on average, the participants tended to agree with the statements presented in the questionnaire The question with the highest mean score was item 3, " Do you think you will negotiate with them to get them to agree with your idea?" (1.11), indicating that there still retain a few candidates who believe that negotiation has just played a normal role in the success of communication On the other hand, the question with the lowest mean score was item 1, " Have you ever convinced anyone to agree with your opinion or any offers you give them?" (1.02) This suggested that participants tended to face many problems that need to convince The lower mean score for a given item indicated that more students agreed with the question

The standard deviations for each item ranged from 0.153 to 0.311, showing some degree of dispersion in the responses around the mean Moreover, the distribution of the lowest and highest standard deviations has the same mean distribution which is in the same question which is 0.153 in question 1 and 0.311 in question 3 However, because of the little rate, it could be seen that, in daily activities, amount of people know that negotiation is happening in life

To our expectation, all participants would know about negotiation which is one of the parts of plenty of subject demand Vice versa, as surprising, that it still has a very small number of participants who always join a communication without using negotiation which is shown in item 4 “Do you often use negotiation in your daily life?” (6.0%) Thus, this type of that group should have more research about not only perception but also awareness which could have more effect on the success of communication

Table 2: Figures of statements about personal view on the effects of negotiation skills on the success of communication

To what extent do you prepare before a negotiation?

To a great extent 19.0 32.1 28.6 9.5 10.7 To a little extent

To what extent do you consider the position and issues of the other party prior to the negotiation?

To a great extent 22.6 33.3 29.8 10.7 3.6 To a little extent

To what extent do you pay the most attention when preparing for a negotiation?

How do you regard the process of negotiating?

One party win, the other loses

How do you regard the process of negotiating?

A good result for your organization

A good result for both parties

Do you set clear objectives for a negotiation?

Do you have any information about skills applied during the negotiation process?

Have knowledge about these skills

Do you hold fast to your objectives when negotiating?

How often do you become impatient or lose your temper in a negotiation?

What do you do when you become impatient or lose your temper in a negotiation?

Patiently listen, analyze, and respond

Totally lose patience and behave badly

What is the result of negotiation after you lose your temper?

Achieve an agreement 4.8 15.5 32.1 27.4 20.2 Fail to make a deal

What do you feel about making concessions in a negotiation?

Recognize the principles of give and take

When do you make concessions during a negotiation?

Make the concession early on in the negotiation

Make the concession slowly and give the deal afterward

How do you test assumptions in a negotiation?

Use open questions to test assumptions

Wait to hear what the other party has to say

20 If you have spent some time

Very unlikely 33.3 14.3 35.7 7.1 9.5 Very likely 2.45 negotiating, but are not happy with the suggested outcome, how likely are you to reach an agreement during the meeting?

What do you do when you don’t understand something while negotiating?

Ask questions to clarify the matter

Let the matter pass without saying anything

What do you do when the opposing party is not willing to confer benefits?

Feel that you’ve reached a stalemate and give up

Explore possibilities and ask, make suggestions afterward

What are your feelings toward conflict in a negotiation?

Calm down to solve all problems

Feel scared, frustrated when the other person gives a different opinion

When do you raise important issues during a negotiation?

Early on in the negotiation

Toward the end of the negotiation

How often do you invent options/new ideas in negotiations?

Do you gain any experience from using negotiation in your daily life?

(Such as Critical thinking, listening skills, and communicat ion skills )

Do you think negotiation is one factor contributing to winning or losing an argument?

Do you think you will apply your negotiation skills extensively and long term?

From the statistics presented in Table 2, the means for each item ranged from 2.14 to 3.43, indicating that, the participants tended to agree with the statements presented in the questionnaire to varying degrees Participants rated item 16, "What is the result of negotiation after you lose your temper?" possessed the highest mean score of 3.43

By contrast, the item with the lowest mean score was item 27, "Do you think negotiation is one factor contributing to winning or losing an argument?" with a mean score of 2.14 Based on the results, it could be concluded that the defeat communication’s result is random which a part depends on the outside factors, while the negotiation is one factor playing excel role in contributing to deciding an argument result

When it comes to the standard deviations of each item, it ranged from 0.987 to 1.399, suggesting that the responses were relatively consistent across the participants

It can be observed that item 10 “How do you regard the process of negotiating?” had the highest standard deviation of 1.399, while the lowest standard deviation was for item 17 “What do you feel about making concessions in a negotiation?” (0.987) Most importantly, except for item 17, the standard deviations for all other items were found to be higher than 1, meaning that the responses were more spread out The result suggested that the participant's opinions have changed to a considerable extent Finally, when considering the frequency of use of each question, it was found that item 27, "Do you think negotiation is one factor contributing to winning or losing an argument?", was the most surprising, with 33.3% of respondents choosing for both answers which are "A" (Closest to the “Much influence”), and "B" (Less close but still reflect with the Much influence) The least commonly chosen viewpoint was item

17, “What do you feel about making concessions in a negotiation?”, with only 2.9% of respondents choosing "E” (Closest to the “Don’t make concessions”), and 35.7% choosing “C” The percentage of respondents who chose “Closest to the first idea” or

“Neutral” for each item provides insight into which strategies were used most frequently by participants Especially, 28.6% become the same rate of answer for both

“A” and “C” of item 28, “Do you think you will apply your negotiation skills extensively and long term?”

As same as the author's group prediction before doing the survey, the average survey participants retain a piece of knowledge about negotiation Despite having some surprising answers, the result suggested that Ho Chi Minh City University of Law students have known about negotiation which applied an average rate in their communication.

DISCUSSION

How do negotiation affect students’ communication success?

Negotiating is an art and at the same time a job that requires students who study in

Ho Chi Minh City University of Law to be well-prepared As an art, negotiation has its own principles and methods As a law university student - as one of the future lawyers, it is necessary to master these principles and methods, in order to be successful in the role of a defender and ensure the interests of clients grow.

First of all, negotiation can be for the purpose of settling a dispute, or more commonly, for concluding a contract between the parties But whatever the purpose of negotiation, the role of the students studying law remains the same: to find a solution that is reasonable for all parties To complete that task well, one must be a good negotiator and must fully convey the views and will of his client to the other party in a dispute or transaction For that reason, the influence of negotiation skills on students at Ho Chi Minh City University of Law is huge More than ever, negotiation skills affect University of Law students when they themselves are sitting in school Negotiating influences from the smallest things is communicating with teachers and friends The evidence is that students often negotiate with teachers to ask for a change of shift and negotiate with friends so that they believe that their point of view is correct in any given situation At this point, the results they achieve may win or lose, but what students realize is how they convince them, how to give their arguments to make them admit that those arguments are true yes, convincing Through negotiation, what they also gain is their own thinking and how to communicate their ideas to others This is really necessary, especially for Law University students Have you ever imagined that if you later become a lawyer to protect the plaintiff and negotiate with the Judge, now you have to use the strategies you know of the negotiation to help the victory tilt more towards the plaintiff

The second effect pointed out after taking the surveys in practice is that when applying negotiation skills in life, this seems to be the most effective support tool for students Not only affects the outcome of the negotiation as success or failure, but also affects the mind-set and thinking of those preparing to participate in the negotiation Whether a person has enough logic, critical thinking to set himself an objective or any plan before conducting negotiations Therefore, the influence of negotiation skills on students is very large.

What are the views of students with respect to the effects of negotiation skills on

Certainly, the revolution of soft skills is well underway worldwide including negotiation skills Especially, negotiation skills in communication is a very large activity and very difficult to control because it can happen anytime, anywhere, and with anyone, with any object Communication activities can be for many different purposes and people are the subjects of that communication Research subjects are students, so they have their own unique characteristics In general, there are some advantages and difficulties for students to practice it

First of all, negotiation skills might bring students some observed deficits such as: Heavy self-esteem, and lack of confidence Students are afraid to communicate in an unfamiliar environment Sometimes they become shy, afraid to give opinions in front of people, and are heavily influenced by the living environment However, these deficits of practice negotiation skills in communication can be managed and there are many benefits to such method of this study Then, negotiation skills might have several benefits to students such as: Having a positive attitude towards group activities when conditions permit Furthermore, students easily have their own opinion, aspirations for career success, and the desire to contribute to the common cause of society and flexible use in many different environments They might be easy to get along with, causing sympathy with the other party when talking

Specifically, negotiation is vital in exchanging values In essence, you give others what they want, and in return, you get what you want For students, this give-and-take can prove crucial in class, in social life, and when starting a career The problem is, negotiation does not come naturally to most students, so many universities and colleges now offer a variety of negotiation courses for students on how to train in negotiation skills Therefore, without formal instruction on the subject, it is very difficult for students to access a professional negotiation technique.

Techniques for assisting the junior and senior students at Ho Chi Minh

With respect to strategies applied for overcoming negotiation obstacles in any situation, based on the results from surveys, namely questionnaires and interviews, there are diverse types of answers collected, which were expressed differently among respondents.

Firstly, be flexible and creative, sometimes, negotiation obstacles can arise from unexpected events, changing circumstances, or new information that affect the feasibility or desirability of the original terms In these situations, you need to be flexible and creative, and adapt to the new reality You need to be willing to adjust your expectations, priorities, and alternatives, and to explore new possibilities and opportunities You also need to be creative and innovative, and generate new ideas and options that can overcome the obstacle and create value for both parties

Secondly, students should know when to walk away for the reason that negotiation obstacles can sometimes be insurmountable, or too costly or risky to overcome In these cases, you need to know when to walk away, and end the negotiation without reaching an agreement You need to have a clear understanding of your BATNA, or best alternative to a negotiated agreement, and compare it to the best offer you can get from your counterpart You also need to have a clear understanding of your reservation point, or the minimum acceptable outcome you are willing to accept If the best offer is worse than your BATNA, or lower than your reservation point, you should walk away and pursue your alternative Walking away can be difficult and disappointing, but sometimes it is the best option for your long-term interests and success

Thirdly, currently, there are many software and YouTube channels that teach you how to negotiate successfully Through YouTube, we can easily learn how experts perform negotiation skills and clearly analyze the obstacles that we are facing as well as the direction to solve them So that students can easily learn and search more easily.Finally, students consider communicating clearly and actively Communication is key to any successful negotiation, especially when you face obstacles You need to communicate clearly and actively with your counterpart, as well as with your own team, to avoid misunderstandings, assumptions, and misalignments You also need to listen attentively and empathetically to your counterpart, to understand their perspective, needs, and concerns, and to build rapport and trust By communicating clearly and actively, you can clarify the issues, explore the options, and find common ground.

CONCLUSION

Revisiting Research Questions

This part covers the implications and makes recommendations for further research In addition, limitations encountered in carrying out this study will be highlighted later This study was designed with the aim of answering the following questions:

- How important is negotiation skill and how does it affect everyone's life, especially students?

- What are the students' views on the application and teaching of negotiation skills at school?

For the mentioned questions, a questionnaire and surveys were carried out in the research object group to address them More specifically, the results from the questionnaires and surveys show that learners are interested in negotiation skills especially in communication because they find it beneficial to their learning performance and positive towards the goals they set.

Furthermore, research also shows that there is a strong correlation of having negotiation skills while students are still at school, which is essential for self- development.

Implications

Research results clearly support the contribution of negotiation skills in influencing communication and activities taking place around students Besides, collected answers also contribute to the formation of a positive attitude in the way of seeing and practicing negotiation skills as a must-have skill of each person Taking into account the above-mentioned implications and learners’ attitudes towards applying this method during listening activities, this study sends a message that schools, teachers, and society should pay more attention to this skill and students’ current ability to suggest suitable methods It make sense to encourage students to become familiar with these skills as early as possible by adopting the right strategies to increase their applicability rather than just adding comprehensive input.

Limitation

Albeit the study brought up valuable results, there are still some limitations that need to be raised and considered.

Initially, the first limitation belongs to the number of survey participants In this study, only third-year and fourth-year students were surveyed Due to the inconsiderable quantity of respondents, the results of the study only apply to this participants group and cannot be representative of all third-year and fourth-year students of the Faculty of Legal English and high-quality faculty As such, in a certain extent, this obstacle affected the stage of generalizing and summing up the study's conclusion Yet, the research results become an actual example for further research relating to similar issues as readers make comparisons on their own.

Secondly, the need and effects of negotiation skills on people have been studied by scientists for years The results are quite good assessment of the impact of this skill, however, for students, there are still many difficulties The reason found by the research team is limited knowledge and practical conflicts The books used at the school are not comprehensive enough to equip students with the basics of negotiation

In Vietnam, in-depth research on this topic has not been focused, leading to difficulties in finding domestic sources For foreign documents, most documents do not select students as research subjects On the other hand, in the volatile economy after the epidemic, it affects the ability to find opportunities for students to practice and seek practical experience.

Subsequently, the results of the research tended to be descriptive rather than conclusive It is that the core objective of the study is to determine how does negotiation affect student communication and what is the outcome of a successful negotiation? However not to come up with detecting and analyzing any undiscovered obstacles or solutions Furthermore, in a certain sense, this is an inevitable consequence of the first limitation Owing to the fact that the ratio of partakers was not a significant figure, the study did not have enough basis to draw a truly generalized conclusion to the research questions in a more universal scope.

Considering the last limitation, during the implementation of the survey, the questions posed were not always answered matching with the author's expectations, although such obtained data was undoubtedly worthwhile As a matter of fact, its root cause is that individuals taking part in surveys have not acquired a firm foundation of knowledge about this topic, which led to their confusion and misunderstanding of the questions As a result, the accumulated answers were not fully synchronized with the expected answers.

Recommendations

Based on the conclusions drawn from the results after the research process, the authors offered several recommendations.

Firstly, with respect to further research, the suggestion is further research could expand the scope of research, for example, from the scope of conducting a survey with the audience of students, the scope can be extended to negotiation in all aspects and for everyone from working people to business people This makes negotiation skills more and more spread and respond to social needs.

Secondly, more materials and more essays are needed to be published in order to improve the quality of students' understanding and knowledge of this skill The books on negotiation should have improved, innovative, more practical application Moreover, it is necessary to expand the search source for documents from domestic to foreign websites in order to have a greater diversity of documents.

Finally, for the curriculum, besides the fact that students are provided with courses in negotiation skills, in the teaching process, teachers should provide "margin knowledge" which is related to obstacles in negotiation, examples of negotiation practice in business, study, and how to make negotiation easy For further researchers, comprehensive points of view can be considered based on mentioned difficulties and step by step remove barriers in research and learning

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QUESTIONNAIRE Your view on the effects of negotiation skills on the success of communication

1 Have you ever convinced anyone to agree with your opinion or any offers you give them?

2 If they reject or disagree with your opinion, do you think of another method to get them to agree with your opinion?

3 Do you think you will negotiate with them to get them to agree with your idea? Yes

4 Do you often use negotiation in your daily life? (Negotiate to raise your salary, negotiate to convince your parents to let you choose what you want to do, ) Yes

5 Applying the negotiation makes the success of the conversation is higher Yes No

Part 2: The Likert 1-5 rating scale is used You can choose only one answer to each question

You are given two statements in answer to each question Circle the letter which is most representative of your feelings, where:

A and E are closest to the different statements

B and D are less close but still reflect your feelings

C is the middle between the two statements

Answer each question as quickly and honestly as you can

6 To what extent do you prepare before a negotiation?

7 To what extent do you consider the position and issues of the other party prior to the negotiation?

8 To what extent do you pay the most attention when preparing for a negotiation?

9 How do you regard the process of negotiating?

One party wins, the other loses

10 What outcomes do you expect to have before negotiating?

A good result for your organization

A good result for both parties

11 Do you set clear objectives for a negotiation?

12 Do you have any information about skills applied during the negotiation process? (Ex:

Have knowledge about these skills

13 Do you hold fast to your objectives when negotiating?

14 How often do you become impatient or lose your temper in a negotiation?

15 What do you do when you become impatient or lose your temper in a negotiation?

Patiently listen, analyze and respond

Totally lose patience and behave badly

16 What is the result of negotiation after you lose your temper?

17 What do you feel about making concessions in a negotiation?

Recognize the principles of give and take

18 When do you make concessions during a negotiation?

Make the concession early on in the negotiation

Make the concessio n slowly and give deal afterward

19 How do you test assumptions in a negotiation?

Use open questions to test assumptions

Wait to hear what the other party has to say

20 If you have spent some time negotiating, but are not happy with the suggested outcome, how likely are you to reach an agreement during the meeting?

21 What do you do when you don’t understand something while negotiating?

Ask questions to clarify the matter

Let the matter pass without saying anything

22 What do you do when the opposing party is not willing to confer benefits?

Feel that you’ve reached stalemate and give up

Explore possibilitie -s and ask, make suggestions afterward

23 What are your feelings toward conflict in a negotiation?

Calm down to solve all problems