| Summary: | The study focuses on the use of negotiation skills as a managerial task of the school principal in
order to reduce conflicts between teachers and between teachers and themselves, so as to enhance a
good working interpersonal relationship between them. This will lead to the building of trust,
professional development and success.
The purpose of this study was to determine through a literature study and empirical investigation,
the nature of negotiation in schools and the skills used by principals when negotiating with teachers.
The empirical investigation determined the skills used the most and least by principals when
negotiating with teachers.
Chapter 1 covered the statement of the problem, aims and methods to be used to obtain an overview
of the nature of negotiation. This chapter also covers the empirical investigation which includes the
questionnaire, population and sample, the statistical techniques. This chapter further covers the
arrangement of chapters.
Chapter 2 emphasises the nature of negotiation in general and in schools. The definition of
negotiation and the concepts closely related to it are given in this chapter. The significance of
negotiation and the negotiation principles are explained. The process of negotiation with its three
phases, are discussed, approaches to negotiation are explained and common mistakes that occur
during negotiation are highlighted. Mention is also made of the attitude principals have towards the
use of negotiation in schools, as well is the effects that negotiations have on school performance.
The context and skills needed in successful negotiation are discussed in chapter 3. With regard to
the context of negotiation, the climate, negotiating for common ground, the characteristics of good
agreement and the elements of negotiation are covered. With regard to skills needed in successful
negotiation, listening, empathy, space, timing and persuasion are discussed.
In chapter 4 the empirical research design, administrative procedures, population and sampling as
well as statistical techniques are discussed. The completed and questionnaires returned by
respondents are empirically analysed and interpreted. The practical significance (effect size) of
differences between biographical data and the different negotiation factors is done to determine if
the differences are large enough to have an effect in practice.
In chapter 5 the summary of all the chapters is done as well as the findings 60m the research and the
recommendations.
Of all the negotiation skills discussed, it is evident that empathy is a skill that is mostly used by
principals, followed by persuasion and the process of negotiation. The skill that is used least by
school principals and that is also recommended as a topic for further research, is space.
Recommendations of this study emphasize the importance of workshops and or in-service training
for principals on the use of negotiation skills. === Thesis (M.Ed.)--North-West University, Potchefstroom Campus, 2005.
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