The Critical Nature of Verbal Leaks and Nonverbal Signals During Bargaining Interactions
Cardozo Journal of Conflict Resolution, Vol. 16, p. 127, 2014
27 Pages Posted: 4 Dec 2014
Date Written: December 3, 2014
When persons negotiate, much of the communication involves verbal leaks and nonverbal signals which subtly disclose their true intentions. Individuals who learn to listen carefully for the precise words used and to watch for significant nonverbal signals can discover meanings that go well beyond what their counterparts seem to be communicating. The ability to discern and understand such factors can greatly enhance the ability of the observers to accomplish their bargaining objectives.
Keywords: negotiation, bargaining, verbal leaks, nonverbal signals, communication
JEL Classification: K19, K30, K31
Suggested Citation: Suggested Citation