N06: Communication

 

Communication in Negotiation Communication processes, both verbal and nonverbal, are critical to achieving negotiation goals and to resolving conflicts. Negotiation is a process of interaction Negotiation is a context for communication subtleties that influence processes and outcomes.

 

Verbal Communication:
            Communication varies according to the formality of the negotiation situation. As the rules and procedures of negotiation, become increasingly detailed and specific, the impact of communication becomes less significant. In negotiation, language operations at two levels: the logical level (for proposals or offers) and the pragmatic level (semantics, syntax, and style). The meaning conveyed by a proposition or statement is a combination of one logical surface message and several pragmatic messages.

 

Nonverbal Communication:
            Nonverbal communication, or body language, is a vital form of communication. When we interact with others, we continuously give and receive countless wordless signals. All of our nonverbal behaviors-the gestures we make, the way we look, listen, move, and react tell the other person whether or not. The nonverbal signal we send either produce a sense of interest, trust, and desire for connection-or they generate disinterest, distrust, and confusion.

 

Relevant to understanding negotiations:

            They first addressed what is communicated during negotiation. Rather than simply being an exchange of preferences about solutions, negotiation covers a wide ranging number of topics in an environment where each party is trying to influence the other. This was followed by an exploration of three issues related to how people communicate in negotiation: the characteristics of language, nonverbal communication, and the selection of a communication channel. They discussed at some length how the decision to negotiate in online environments alters negotiator behavior and outcomes.

 

            In the closing sections of the chapter they considered ways to improve communication in negotiation, including improvement of listening skills and the use of question, and special communication considerations at the close of negotiation.

 

Question

1. Communication functions to?

1. Coordinate outcomes.

2. Exchange information, intentionally and unintentionally; overtly and covertly.

3. Express strategic intentions and tactical actions.

4. Identify patterns of behavior.

5. Alters perceptions and expectations concerning the bargaining situation, relationship, process, and outcomes.

 

2. Explain what is communicated during negotiation?

1. Offers and counteroffers – Bargainers have definite preferences and exhibit rational behavior by acting in accordance with those preferences. A communicative framework for negotiation is based on assumptions that 1) the communication of offers is a dynamic process 2) the offer process is interactive; and 3) various internal and external factors, drive the interaction and “motivate a bargainer to change his or her offer.

 

2. Information about alternatives – Communication in negotiation is not limited to the exchange of offers a counteroffers; another important aspect is how sharing information with the other party influences the negotiation process.

 

3. Information about outcomes – negotiators should be careful not to share their outcomes or even their positive reactions to the outcomes with the other party, especially if they are going to negotiate with that party again in the future.

 

4. Social Accounts – there are three important types: 1) explanation of mitigating circumstances; 2) explanations of exonerating circumstances; reframing explanations.

 

5. Communication about process – how it is going, or what procedures might be adopted to improve the situation.

 

3. What’s about “Active listening”?

Receivers restate or paraphrase the sender’s message in their own language.

Three ways of looking at Active Listening

(1) Set of skills (e.g. open-ended questions)

 

(2) Ability to focus/concentrate - focused on all aspects of speaker’s communication, setting aside my own issues for the moment.

 

 (3) Attitudes (ideally):

- I care what this person has to say

- I’m sincerely curious about how this person sees things

- I’m willing to withhold judgment and accept this person’s reactions, perceptions, feelings as legitimate.

- Active Listening Skills

- Get the Story

- Probe / Clarify Meanings

- Listen for Emotions

- Summarize

- Value Silence