N06 : Communication

BA370

Negotiation Chapter 06 : Communication

What is communicated during negotiation? 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. It is also clear that the content of communication is only partly responsible for negotiation outcomes.

Communication process, both verbal and nonverbal, are critical to achieving negotiation goals and to resolving conflicts. There are three main techniques are available for improving communication in negotiation : the use of the questions, listening, and role reversal. And as negotiation move toward a close with agreement in sight, negotiators must attend to two keys aspects of communication and negotiation simultaneously: the avoidance of fatal mistake and the achievement of satisfactory closure in a constructive manner.

Question 1 : What is communicated during Negotiations?

Answer :

-Offers, counteroffers and motives,
-Information about alternatives
- Information about outcomes
- Social accounts
-Communication about process

Question 2 : What are some ways of nonverbal communication?

Answer :

- Eye contact
- Adjusting body position
- Non verbally encouraging or discouraging what the other says

Question 3 : What one basic categories of questions?

Answer :

- Manageable
• Cause attention or prepare the other person's thinking for further questions:
- "May I ask you a question?"
• getting information
- "How much will this cost?"
• generating thoughts
- "Do you have any suggestions for improving this?