Chapter 6: Communication

Chapter 6: Communication

Communication and negotiation are essential skill sets for any professional whose work may require the influencing of others. In this chapter concludes with discussions of how to improve communication in negotiation and special communication considerations. General we can identify key aspect of communication in Negotiation by

1. Verbal Communication
Communication varies according to the formality of the negotiation situation. As the rules and procedures of negotiation, become increasingly detailed and specific, the impact of communication becomes less significant. In negotiation, language operations at two levels: the logical level (for proposals or offers) and the pragmatic level (semantics, syntax, and style). The meaning conveyed by a proposition or statement is a combination of one logical surface message and several pragmatic messages.

2. Nonverbal Communication
Nonverbal communication, or body language, is a vital form of communication. When we interact with others, we continuously give and receive countless wordless signals. All of our nonverbal behaviors-the gestures we make, the way we look, listen, move, and react tell the other person whether or not. The nonverbal signal we send either produce a sense of interest, trust, and desire for connection-or they generate disinterest, distrust, and confusion.

Question

1.What’s Communicated?

·        Offers and counteroffers (positions)

·        Interests (needs and desires)

·        BATNA and other alternatives

·        “Social accounts” -- explanations, attributions, or “causal accounts” that we’ll share publicly

1.     Mitigating circumstances

2.     Exonerating circumstances

3.     Reframing explanations

·        Information can be a weakness in some (rare) cases, but generally more information is advantageous

2. How Negotiators Communicate?

·        Language at two levels -- meaning of the message from both

–       Logical (the what or content)

–       Pragmatic (style, semantics, and syntax -- the how)

·        Example on “linguistic dimensions of threats”

·        Polarized language (we good, you bad)

·        Verbal immediacy (you must act now)

·        Language intensity (e.g., feelings, profanity)

·        Lexical diversity (broad rich vocabulary conveys competence, comfort)

·        High-power language style

·        Credible or compelling threats tend to use: Negative polarization of opponent and their position, high immediacy, high intensity, high lexical diversity, and a high-power style

·        Jargon, idioms, colloquialisms, sports metaphors are problematic

–       An obvious problem across cultures (more later)

–       Maybe a greater problem between sexes, an everyday pervasive problem