Communication in Negotiation

1

• Communication in Negotiation
• What?
• How people communicate in negotiation
• How to improve their communication?
• How to close negotiation

2

• What is communicated during negotiation
• 70 of verbal tactics in buyer-seller study were
  integrative
• Offers, Counter-offers, Motives
• Info about BATNA
• Own Attractive BATNA own reservation price
• Other partys BATNA own reservation price
• Effect of one partys attractive BATNA on that
  partys outcome
• Information about outcomes
• Winners Losers evaluate outcomes similarly when
  they do not know about other partys outcomes
• Guilt?

3

• Social Accounts
• 3 types of explanations
• Mitigating circumstances
• Appearance of circumstances
• Changing Context
• Using multiple explanations
• obtaining better outcomes
• reducing effects of poor outcomes
• Communication about process
• Comment / discuss procedures
• Share cognitions
• Calling attention to contentious tactics
• Break from substantive to engage in process
  conversations

4

• Issues to think about
• Need to Adapt vs. tendency to be Consistent
• Early utterances predict later ones, and were
  predicted by earlier ones
• Reaction to a small of available cues
• Use only a small number of possible responses
• Stick to the familiar
• Less variation over time
• Small amt of communication ? outcomes
• 1st five min
• Speaking time of High status negotiators -?
  outcome for those negotiators
• Dominating with emotion does not help
• Move beyond posturing to info exchange

5

• Issues to think about(contd)
• Too much information can be a negative thing
• Depends on the type of information

6

• How people communicate in Negotiation
• Characteristics of Language
• Logical (offers etc) vs pragmatic (hinted,
  message to be inferred)
• Types of threats
• Polarized
• Immediate
• Intense
• Diversity
• High power
• Ability of speaker to encode
• Ability of listener to understand/decode (e.g.,
  idioms)

7

• How people communicate in Negotiation (contd)
• Use of non-verbal communication
• Eye contact
• Interpretation of eye contact
• Cultural differences
• Adjust body position
• Erect posture vs. crossing arms
• Nonverbal encouragement/discouragement
• Head nodding, smiling,
• Channel of communication selected
• Degree of social band-with (social cues)
• Degree of hostility in communication vs.
  equalizing interpersonal skill differences

8

• How to improve communication
• Using Questions
• Manageable vs. unmanageable (Tab 6.1)
• Open-ended, planned, gauging, open, leading
• Listening
• Passive, Acknowledgement, Active
• Role Reversal
• Cognitive attitudinal changes depending on
  degree of compatibility of initial positions
• Not necessarily the most effective way

9

• At close of negotiations
• Avoid fatal mistakes
• Framing
• Gather intelligence
• Come to conclusions
• Learn from feedback
• Achieve closure