Nonverbal Communication in Negotiation
In Honeyman, C. & Schneider, A.K. (eds.) The Negotiator's Desk Reference. St Paul: DRI Press
23 Pages Posted: 13 Mar 2018 Last revised: 15 May 2018
Date Written: 2017
The authors first review the research indicating that what most negotiating advice focuses on—what should be said or written, and how, and when—amounts to about 7% of communication. The other 93% is nonverbal....and is mostly ignored by proponents of better negotiation. They then set out to remedy this situation by analyzing different modes of nonverbal communication, and offering a matrix of ways to understand it, and to employ it more consciously and more effectively.
Keywords: negotiation, nonverbal, communication, mediation, METTA, verbal, listening, cues
JEL Classification: K00
Suggested Citation: Suggested Citation