110 likes | 346 Views
Communication in Negotiation What? How people communicate in negotiation How to improve their communication? How to close negotiation. What is communicated during negotiation 70% of verbal tactics in buyer-seller study were integrative Offers, Counter-offers, Motives Info about BATNA
E N D
Communication in Negotiation What? How people communicate in negotiation How to improve their communication? How to close negotiation
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 party’s BATNA & own reservation price • Effect of one party’s attractive BATNA on that party’s outcome • Information about outcomes • Winners & Losers evaluate outcomes similarly when they do not know about other party’s outcomes • Guilt?
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
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
Issues to think about…(cont’d) • Too much information can be a negative thing… • Depends on the type of information
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)
How people communicate in Negotiation (cont’d) • 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
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…
At close of negotiations • Avoid fatal mistakes • Framing • Gather intelligence • Come to conclusions • Learn from feedback • Achieve closure