N06: Communication

In a negotiation process, clear and effective communication is a must, in both verbal and nonverbal. To achieve negotiation goals and to resolve conflict between two parties, negotiators need to know that there are 5 different categories of communication that  negotiators could discuss. Firstly, The partied can exchange offers, counteroffers, and motives of each party. Secondly, the parties can share information to each other about alternatives to a negotiated agreement. The parties could share information on evaluations of success; outcomes or even their positive reactions to the outcomes. Also, the parties could discuss about ‘ social accounts’ which is explaining things to the other party. Lastly, negotiators can make a discussion about the negotiation process.

Language to use in a negotiation is also important. Negotiators need to communicate well and effectively. Negotiators need to use the language that make messages more credible and compelling, as well as showing “attending behavior”, their expressions, body language and tone of voice.

At last, to improve communication in negotiation, the parties have to know how to ask good questions to each other in order to get all needed information, and use those questions to turn difficult negotiations into an easy task. Negotiators have to listen the other party’s thoughts and feeling, priorities, preferences and importantly, understand other party’s more completely by using “role-reversal techniques” which is letting themselves to be in other’s position.