Summary Chapter 6
Communication
Negotiation is another form of interpersonal communication. Verbal and non-verbal processes are critical to achieving negotiation goals and to resolving conflicts.
In this chapter, the authors examine the process by which negotiators communicate their respective interests, positions, and goals. The chapter describes what is communicated and how people communicate during negotiations. One section in the chapter offers ways to improve communication in negotiation; some of these are;
‐ The use of questions
‐ Passive and active listening
‐ Acknowledgement
‐ Role reversal
If these points are kept in mind, a successful outcome, or "win-win" for both parties is more likely. From my own experience, the ability to communicate, that is, engage the other party is essential to a good outcome. The careful use of humor, or better said, displaying a sense of humor often "breaks the ice" and facilitates the on-going discussion.
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