Tuesday, November 13, 2012

N06: Communication

N06: Communication


In a negotiation process, clear and effective communication is a must, in both verbal and nonverbal. To achieve negotiation goals and to resolve conflict between two parties, negotiators need to know that there are 5 different categories of communication that negotiators could discuss. Firstly, The partied can exchange offers, counteroffers, and motives of each party. Secondly, the parties can share information to each other about alternatives to a negotiated agreement. The parties could share information on evaluations of success; outcomes or even their positive reactions to the outcomes. Also, the parties could discuss about ‘ social accounts’, which is explaining things to the other party. Lastly, negotiators can make a discussion about the negotiation process.

Language to use in a negotiation is also important. Negotiators need to communicate well and effectively. Negotiators need to use the language that make messages more credible and compelling, as well as showing “attending behavior”, their expressions, body language and tone of voice.

At last, to improve communication in negotiation, the parties have to know how to ask good questions to each other in order to get all needed information, and use those questions to turn difficult negotiations into an easy task. Negotiators have to listen the other party’s thoughts and feeling, priorities, preferences and importantly, understand other party’s more completely by using “role-reversal techniques” which is letting themselves to be in other’s position.


1.What is the importance of communication in negotiation?

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

2.What is communicated during Negotiation?

  • Offers, counteroffers, and motives
  • Information about alternatives
  • Information about outcomes
  • Social accounts
  • Explanations of mitigating circumstances
  • Explanations of exonerating circumstances
  • Reframing explanations
  • Communication about process

3. How People Communicate in Negotiation?

Selection of a communication channel

1.      Communication is experienced differently when it occurs through different channels
2.      People negotiate through a variety of communication media – by phone, in writing and increasingly through electronic channels or virtual negotiations
3.      Social presence distinguishes one communication channel from another. The ability of a channel to carry and convey subtle social cues from sender to receiver

Use of language

1.      Logical level (proposals, offers)
2.      Pragmatic level (semantics, syntax, style)

Use of nonverbal communication

1.      Making eye contact
2.      Adjusting body position
3.      Nonverbally encouraging or discouraging what the other says.

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