Communication in Negotiation
Negotiation in Chinese and English. Hangzhou, China: Zhejiang Educational Press, Forthcoming
23 Pages Posted: 11 Feb 2017
Date Written: 2017
Abstract
At its very heart, negotiation is a communication-driven process. It can be discussed, to a surprising extent, through a communication-focused frame.
Communication is a distinctly human activity, and conducting communication poorly is at the heart of innumerable conflicts and failed negotiation.
If we could get what we needed without interacting with others, there would be no need for communication. We would reach out and take what we need – likely, in silence. However, we often need other’s permission, acquiescence, or agreement, to achieve what we need, and the act of negotiating with them is a communicative act. Negotiators, therefore, must be master communicators, able to overcome the challenges to communication that frequently occur in negotiation.
In this chapter, we focus on direct, verbal, communication, understanding how interpersonal communication works, and spotlighting elements of communication that break down owing to the negotiation environment. We will discuss five key tools negotiators can use for improving negotiation communication, and suggest a structure for carrying out negotiation conversations.
Suggested Citation: Suggested Citation