Effective Communication in Negotiation

1126 Words Sep 28th, 2011 5 Pages
Effective communication in negotiation
In this report I decided to consider effective communication in negotiation. It is a very important topic, because we have to negotiate every day at work, at home, with our friends. We negotiate for deciding a time for meeting, or where to go on a rainy day, etc.
Also the importance of negotiation has grown in recent years in a workplace. Nowadays, people works more in teams, where they need to negotiate and prove their opinions. Also many workers are forming relationships with suppliers, where they negotiate about conditions of contracts, terms of payments, etc. (Thompson, 1991). Therefore, the knowledge about negotiation and how to achieve success in it is especially important.
First of all, we
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Firstly, the average person is a poor listener. Whatever you say, expect that the other side will almost always hear something different. Secondly, negotiators talk to impress third parties, rather than attempting to establish a constructive dialogue. Effective communication between parties is impossible to achieve as long as each plays to an audience. Thirdly, neither party is hearing the other. Often the listening party doesn't pay enough attention to what is being said because he or she is too busy formulating a response to hear. If one party does not hear what the other party says, there is no communications (Badawy, 1994).
There are several solutions how to communicate effectively in order to avoid or reduce these breakdowns:
1. Listen carefully to what is said. Practice good listening techniques by paying close attention to what is said and ask for explanation as needed. 2. Learn that understanding is not agreeing. Repeat what you have understood the other party to have said, phrasing it positively from their point of view. You can understand perfectly and disagree completely at the same time. 3. Speak to be understood. A negotiation is not a debate, nor is it a trial. You need to establish a constructive dialogue, not a monologue. Speaking smoothly, tactfully, and unemotionally are important. 4. Avoid provoking a defensive reaction. 5. Don't over communicate. Talking too much can lead to information overload, causing uncertainty

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