COMMUNICATION
Communications both verbal and nonverbal are critical to achieving negotiation goals and to resolving conflict. During a negotiation there a five different categories of communication that take place they are: Offers, Counteroffers and Motives, Information about alternatives, Information about outcomes, social accounts and the communication about process.
The most important forms of communication in negotiation are those that convey offers and counteroffers. They have a powerful influence on the actions of both parties. The offer-counteroffers are dynamic and interactive.
Information about alternatives is another important aspect of the negotiation process. Alternatives can influence the negotiation process by simply having the best alternative to a negotiated agreement.
Negotiators should be cautious about sharing their outcomes or even their positive reactions to outcomes with the other party.
Another type of communication that occurs during negotiation consists of the social accounts that negotiators use to explain things to the other party. Negotiators who use multiple explanations are more likely to have better outcomes.
Communication is about the process of negotiation itself-how well it is going or what procedures might be adopted to improve the situation.
They are three aspects related to communication they include: The characteristics of language that communicator’s use, the use nonverbal communication in negotiation and the selection of a communication channel for sending and receiving messages.
Communication is experienced differently when it occurs through different channels. Communication channels include the telephone, e-mail and written communication. The key variation that distinguishes one communication channel from another is social presence the ability of a channel to carry and convey subtle social cues form sent to receiver.
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