N06: Communication

SUMMARY CHAPTER

CHAPTER N06: Communication

In this chapter we have considered elements of the art and science of communication that are relevant to understanding negotiations.We first addressed what is communicated during negotiation. Rather than simply being an exchange of preferences about solutions, negotiations cover a wide-ranging number of topics in an environment where each party is try to influence the other. This was followed by an explanation of three issues related to how people communicate in negotiation; the use of language, nonverbal communication, and the selection of a communication channel. We also examined how to improve communication in negotiation by the use of questions, listening and role reversal.In the final two sections of the chapter we discussed how to improve communication in negotiation, and special communication considerations at the close of negotiation, basically, know when to shut up!Personally I believe that the need for effective communication in negotiation can not be over-emphasized. It is what makes or mars a negotiation, it is what determines, to a large extent, the outcome of a negotiation process. Thus, I must have a good command and understanding of communication, both verbal and especially nonverbal.