Most of the communication during megotiation is not about negotiator preferences. Although the blend of integrative versus distributive content varies as a function of the issuses being discussed,it is also clear that the content of communication is only partly responsible for negotiation outcomes.
In the following sections, we discuss five different categories of communication that take place during negotiations and then consider the question of whether more communication is always better than less communication.
1. Offers, Counteroffers, and Motives
2. Information about Alternatives
3. Information about Outcomes
4. Social accounts
5. Communication about process
How people communicate in negotiation: Three aspects related to the “how” of communication:
1. The characteristics of language that communicators use
2. The use of nonverbal communication in negotiation
3. 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:
1. The use of question
2. Listening
3. Role reversal
Special communication considerations at the close of negotiations, Negotiators must attend to two key aspects of communication and negotiation simultaneously:
1. The avoidance of fatal mistakes
2. The achieving closure
This chapter we have considered elements of the art and science of communication that are
relevant to under stading negotiations.
They first addressed what is communicated during negotiation. Rather than simply being an exchange of preferences about solutions, negotiation covers a wideranging 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.
No comments:
Post a Comment