Communication
Use language: it operates at two levels: the logical level (for proposals or offer) and pragmatic (syntax style and semantics).
Use the non verbal communication: make eye contact, adjust body position, nonverbal discourage or encourage what the others say.
Information about alternatives, information about outcomes, social accounts – type of communication that occurs during negotiation consists of the “social accounts” that negotiator use to explain things, communication about process. More information is not always better.
Communication types: passive listening, acknowledgment – more active type than passive listening, when acknowledging receive information maintain eyes contact or interject responses, active listening
Role of reversal – allow negotiator to understand of other party’s perspective, frame, or reference.Special communication considerations at the close of negotiation: avoiding fatal mistake (framing, gathering intelligence, coming to conclusions, learning from feedback), achieving closure.
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