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Communication in Negotiation What? How people communicate in negotiation How to improve their communication? How to clos

Communication in Negotiation What? How people communicate in negotiation How to improve their communication? How to close negotiation. What is communicated during negotiation 70% of verbal tactics in buyer-seller study were integrative Offers, Counter-offers, Motives Info about BATNA

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Communication in Negotiation What? How people communicate in negotiation How to improve their communication? How to clos

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  1. Communication in Negotiation What? How people communicate in negotiation How to improve their communication? How to close negotiation

  2. What is communicated during negotiation • 70% of verbal tactics in buyer-seller study were integrative • Offers, Counter-offers, Motives • Info about BATNA • Own Attractive BATNA & own reservation price • Other party’s BATNA & own reservation price • Effect of one party’s attractive BATNA on that party’s outcome • Information about outcomes • Winners & Losers evaluate outcomes similarly when they do not know about other party’s outcomes • Guilt?

  3. Social Accounts • 3 types of explanations • Mitigating circumstances • Appearance of circumstances • Changing Context • Using multiple explanations • obtaining better outcomes • reducing effects of poor outcomes • Communication about process • Comment / discuss procedures • Share cognitions • Calling attention to contentious tactics • Break from substantive to engage in process conversations

  4. Issues to think about • Need to Adapt vs. tendency to be Consistent • Early ‘utterances’ predict later ones, and were predicted by earlier ones • Reaction to a small # of available cues • Use only a small number of possible responses • Stick to the familiar • Less variation over time • Small amt of communication  outcomes • 1st five min • Speaking time of High status negotiators - outcome for those negotiators • Dominating with emotion does not help • Move beyond posturing to info exchange

  5. Issues to think about…(cont’d) • Too much information can be a negative thing… • Depends on the type of information

  6. How people communicate in Negotiation • Characteristics of Language • Logical (offers etc) vs pragmatic (hinted, message to be inferred) • Types of threats • Polarized • Immediate • Intense • Diversity • High power • Ability of speaker to encode • Ability of listener to understand/decode (e.g., idioms)

  7. How people communicate in Negotiation (cont’d) • Use of non-verbal communication • Eye contact • Interpretation of eye contact • Cultural differences • Adjust body position • Erect posture vs. crossing arms • Nonverbal encouragement/discouragement • Head nodding, smiling, • Channel of communication selected • Degree of social band-with (social cues) • Degree of hostility in communication vs. equalizing interpersonal skill differences

  8. How to improve communication • Using Questions • Manageable vs. unmanageable (Tab 6.1) • Open-ended, planned, gauging, open, leading • Listening • Passive, Acknowledgement, Active • Role Reversal • Cognitive & attitudinal changes depending on degree of compatibility of initial positions • Not necessarily the most effective way…

  9. At close of negotiations • Avoid fatal mistakes • Framing • Gather intelligence • Come to conclusions • Learn from feedback • Achieve closure

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