This chapter will show you how to examine the process by which negotiators communicate their own interests, positions, and goals and in turn make sense of those of the other party and of the negotiation as a whole.
Most of the communication during negotiation is not about negotiator preferences. Although the blend of integrative versus distributive content varies as a function of the issues being discussed.
Negotiators discuss five different categories of communication that take place during negotiations
- Offers, Counteroffers, and Motives
- Information about Alternatives
- Information about Outcomes
- Social Accounts
- Communication about Process
And consider the question of whether more communication is always better than less communication. The tone of the conversation during those first few minutes matters: the more negotiators speak with emphasis, varying vocal pitch and volume, the worse they do and the better the other does.
How people communicate in negotiation: Three aspects related to the “how” of communication:
- The characteristics of language that communicators use
- The use of nonverbal communication in negotiation
- The selection of a communication channel for sending and receiving messages
How to improve communication in negotiation: Three main techniques are available for improving communication in negotiation:
- The use of question
- Listening
- Role reversal
Special communication considerations at the close of negotiations, Negotiators must attend to two key aspects of communication and negotiation simultaneously:
- The avoidance of fatal mistakes
- The achieving closure
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