COMMUNICATION SKILLS DURING NEGOTIATION

What is communication?

A process of sharing an idea, information or concept in our interaction or interface with other persons.A process of achieving understanding between people.

Communication is…

(in Latin, which means “to share” or “to have

in common)

Originated from the word “Communiqe”

What is communication?

Communication is sharing of ideas, opinions, or information with one or more people.

Sender Encoding Message Decoding Receiver

Feedback

Communication Cycle

Factors affecting Communication

Relationship between the parties Attitude towards Self as well as the other

party. Attitude towards knowledge of Self and the

others on the matter. Socio-Cultural Differences

Communicator as a Negotiator.

Clear Presentation Presentation according to the listener’s

needs Credibility has to be established Evidence to support one’s argument Emotions expressed must be genuine

A Checklist for Effective Communication during Negotiation Plan all communications. Make sure that you have your message clear in your

own mind before you try to pass it on to others. Phrase it in language the receiver understands. Be yourself - be natural - be relaxed. Keep to the point - don't ramble. Be positive. Put yourself in the recipient's shoes - what are their

needs, interests, motivations?

Checklist (cont.) Illustrate the points - use examples, anecdotes,

visual aids. Don't be patronising. Avoid mannerisms. Use paper for facts, but word of mouth for reasons. Get the official story out first and ''beat the

grapevine''. Ask plenty of questions (what, why, who, how,

when, where?).

Checklist (cont.)Be a good listener. Judge the content, not the delivery. Don't over-react. Be flexible. Resist distractions. Exercise the mind. Keep an open mind.

Keys to Effective Communication during Negotiations.

Give and get definitions. Don’t assume. Ask Questions. Speak the same language. Stay tuned in. Give feedback on the behavior, not the person. Withholding feedback

7 ‘C’ s of Communication during Negotions. Candid Clear Complete Concise Concrete Correct Courteous

How to Communicate during Negotiations ? Create parity, consistency and consensus as

much as possible. Create appropriate expectations in listener. Think from listener’s point of view. Break the instructions into simple steps. Use ‘signposts’ to let the listener know what

you are going to do next.

How to…..? (cont.)

Periodically summarize what you have told so far.

Emphasize the main points. Encourage feedback. Proceed with the instructions at a speed

determined by the ability of the listener to comprehend.

Use simple language.

TYPES of Communication

Verbal Communication

Verbal Communication

Written & Oral.

Formal & Informal

Non Verbal Communication

Body Language Gestures Posture Voice Image

A symbol telling us “NO

PARKING

HOSPITAL

Anger

Smile

Can you recognise this?

Sadness

Barriers to Communication

Filtering Lack of motivation on either side Jargons Non-clarity of Ideas Language

Barriers to Communication (continued) Sender has low credibility. Situations & circumstances. Strong Emotions in either Sender or

receiver. Fields of experience.

Barriers to Communication (continued)From the world around us Clutter Noise Shrinking attention Spans