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

See all articles by Charles B. Craver

Charles B. Craver

George Washington University - Law School

Date Written: December 3, 2014

Abstract

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

Craver, Charles B., The Critical Nature of Verbal Leaks and Nonverbal Signals During Bargaining Interactions (December 3, 2014). Cardozo Journal of Conflict Resolution, Vol. 16, p. 127, 2014. Available at SSRN: https://ssrn.com/abstract=2533618

Charles B. Craver (Contact Author)

George Washington University - Law School ( email )

2000 H Street, N.W.
Washington, DC 20052
United States

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