Transcript Document
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