Chapter 6 Communication In Negotiation
Communication in
Negotiation
Chapter 6
Introduction
Communication is the effective transfer of
intended meaning. If the transfer falls short of that, it is just noise.
Much of this noise comes from interpersonal differences in key aspects of personality.
Principles of effective communication are divided in to four general categories:
1. Listening
2. Speaking
3. Filtering and
4. Watching
The Communication Process
Source–person originating the message.
Encoding–structuring the message.
Channel–medium used to send the message.
Decoding–receiver’s perception,
interpretation, and understanding of the message. Feedback–reply of what was understood.
Communication Entails Listening
Talk less and listen more.
Seek new information.
Do NOT stop listening because you think you
know what is going to be said.
Do NOT stop listening to remember what you want to say.
Do not assume what the other person means.
Do not interrupt.
If you do not understand, say so.
Show interest–lean forward, nod, smile.
Rules for Speaking in Negotiation
Do not answer if you are not prepared.
Do not answer a question not asked unless it aids in
mutual understanding or benefit.
Do not be afraid to answer with a question.
Do not ask what you do not want to be asked.
After you ask, close your mouth and listen.
Occasionally ask a question to which you know the answer.
Restate your understanding of what the other said.
Do not be offensive or rude.
Use conditional and hypothetical statements until you are certain. Do not say things to show off.
Do not be afraid of appearing stupid!
Do not be afraid to be silent!
Filtering
Knowing who you are, your personality attributes, your habitual behaviors, your biases and prejudices— and— allowing for them.
Listening and speaking in the other’s language.
When Conflict Arises
Assess whether it is substantive or due to
personality and temperament differences.
If due to temperament differences, filter– relate to
Negotiation
Chapter 6
Introduction
Communication is the effective transfer of
intended meaning. If the transfer falls short of that, it is just noise.
Much of this noise comes from interpersonal differences in key aspects of personality.
Principles of effective communication are divided in to four general categories:
1. Listening
2. Speaking
3. Filtering and
4. Watching
The Communication Process
Source–person originating the message.
Encoding–structuring the message.
Channel–medium used to send the message.
Decoding–receiver’s perception,
interpretation, and understanding of the message. Feedback–reply of what was understood.
Communication Entails Listening
Talk less and listen more.
Seek new information.
Do NOT stop listening because you think you
know what is going to be said.
Do NOT stop listening to remember what you want to say.
Do not assume what the other person means.
Do not interrupt.
If you do not understand, say so.
Show interest–lean forward, nod, smile.
Rules for Speaking in Negotiation
Do not answer if you are not prepared.
Do not answer a question not asked unless it aids in
mutual understanding or benefit.
Do not be afraid to answer with a question.
Do not ask what you do not want to be asked.
After you ask, close your mouth and listen.
Occasionally ask a question to which you know the answer.
Restate your understanding of what the other said.
Do not be offensive or rude.
Use conditional and hypothetical statements until you are certain. Do not say things to show off.
Do not be afraid of appearing stupid!
Do not be afraid to be silent!
Filtering
Knowing who you are, your personality attributes, your habitual behaviors, your biases and prejudices— and— allowing for them.
Listening and speaking in the other’s language.
When Conflict Arises
Assess whether it is substantive or due to
personality and temperament differences.
If due to temperament differences, filter– relate to