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Communication in Negotiation

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Communication is a critical part of negotiation and bargaining. Using what you have learned about yourself in the personality test, and also doing a bit of peer-reviewed research of your own...

1. What is the role of communications in negotiations and bargaining?

2. How can one's communication style have positive and negative effects on the process? Be specific with your examples.

3.What steps can you take now to improve your professional communication at this point in your career?

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Solution Summary

Communication, its role in negotiation, styles, and steps for improvement are presented in this posting.

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1. Communication plays an important role in negotiations and bargaining. The negotiator must be able to communicate his knowledge of the subject matter being discussed during negotiation. Further, the negotiator must be able to express his thoughts verbally, have excellent listening skills, and judge what is being said by the other party. Communication includes understanding the other party, evaluating the other party's communications, and putting forward one's standpoint. A key communication skill required by every negotiator is his ability to persuade others. He must be able to convince others, influence them, and sway them to their point of view (a). During negotiation, several options are discussed and the negotiator must be able to convey his viewpoint on each of these options. A key part of the negotiation process is to put forward the possible areas of agreement. The negotiator must be able to express these areas of agreement in clear words to the other party. The other party must understand the areas of agreement. This communication is the first step to a successful agreement.
One of the key areas of communication that is required during negotiations is active listening. The negotiator must be clear on what the other party wants, why they want it, and what are they willing to concede for it. The negotiator must be able to ask pertinent questions to understand why the other party is taking a specific position. The negotiator must be able to ...

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Kasim Johar, MBA
Education
  • MBA, Indian Institute of Social Welfare and Business Management
  • BSc, University of Calcutta
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