COMMUNICATION IN NEGOTIATION

Atul S Raj, I-MBA

Negotiation

Parties decide what they finally get & give in their relationship

Conflict

Serious disagreement/argument about something important Difficult to make decisions K. K. Sinha

Clash

of goals/interests/perceptions Inadequate/poor communication Incompatible personalities

Resolving conflicts > Negotiation

2 parties interact to resolve a conflict State & discuss proposals Face-to-face decision making process Interactive communication process

Characteristics

Outcome > Satisfactory Willing to Compromise Clash of predetermined goals

Factors

Goals & interests of parties Extend of Interdependence Past relations Nature, Temperament & Personalities Place Time

Subjective factors
Influence
Personal Fear Mutual

& Persuasion
relationship

obligation Future considerations Practical wisdom

Approaches

Distributive/Win-lose/Competitive/Zero-sum /Claiming value approach Lose-Lose Compromise Integrative/Win-Win/Collaborative/Creating value

Negotiation Process

Preparation Opening Bargaining Closure

Barriers

Negative outlook Try to win at all costs attitude Over exhibition of emotions Lack of empathy Wrong Focus Blame Game

Techniques & Skills

Listening skills Interpersonal skills Communication skills

HEART of successful Negotiation

Non-verbal Skills
Behavior indicated
Dominance, Power

Non-verbal messages
Feet on desk Piercing eye contact Hands behind head/hips Palm down handshake Steepling of fingers Fidgeting Avoid eye contact Touching face/chin Throat clearing Finger pointing Squinting eyes Frowning Turning away Crossing arms/legs

Submisssion, Nervousness

Disagreement/Anger

Behavior indicated
Boredom, lack of interest

Non-verbal messages
Playing with object on desk Staring blankly Drumming on table Glancing around the room

Evaluation

Nodding Tilting head slightly Stroking chin Putting index finger to lips
Leaning forward Opening arms & Palms Maintaining eye contact Smiling

Confidence, cooperation, honesty

Thank you.