The Role of Communication in Negotiation TOPIC WILL BE DISCUSS….. Definition of the role of communicating in negotiation Characteristics of communication Communication process Types of communication in negotiation Difference between communication and negotiation Communication barriers to successful negotiation Guidelines for successful negotiation

1. Welcome To My Presentation
Ahmed Sharif Khan
BBAW2016000284
BBA
Faculty Of Business Administration
EXIM Bank Agricultural University
Bangladesh
Topic: The Role of Communication in
Negotiation

2. The Role of Communication in
Negotiation
TOPIC WILL BE DISCUSS…..
Definition of role of communicating in negotiation
Characteristics of communication
Communication process
Types of communication in negotiation
Difference between communication and negotiation
Communication barriers to successful negotiation
Guidelines for successful negotiation

3. Definition Of The Role Of Communicating In
Negotiation
1. Communication is an exchange of facts, ideas, opinions or emotions
by two or more persons.
2. Negotiation is a joint decision-making process in which parties, with
initially opposing positions and conflicting interests, arrive at a
mutually beneficial and satisfactory agreement.
The role of communication in negotiation is a process where each
parties communication involved in negotiating tries to gain an
advantage for themselves by the end of the process. Therefore,
negotiation is intended to aim at compromise.

4. Characteristics of Communication in
Negotiation
 Be patient, persistent and creative.
 Listen, listen and then listen some more.
 Show empathy.
 Be sensitive to nonverbal cues.
 Don’t take things personally.
 Be an innovative and creative problem-solver.
 Stay flexible.
 Learn from your mistakes.
 Adopt a Results with Relationship approach

5. Be patient, persistent and creative.
 Well Communication advantage always goes to the patient
negotiator who persistently pursues create solutions. Good
communication in negotiation can bring eventually come to those
with the patience to wait for them.

6. Communication Process in negotiation
The process of communication may be analyzed in steps by steps.
Content flows through the this subprocesses:
 Source
 Encoding
 Channel/Medium
 Decoding
 Receiver
 Feedback And
 Noise

7. Source Encoding Channel Decoding Receiver
Noise Feedback
Basic Communication Process Diagram

8. Types of communication in negotiation
NON-VERBAL
TYPES OF COMMUNICATION IN
NEGOTIATION
BASED ON COMMUNICATION CHANNELS BASED ON STYLE AND PURPOSE
ORAL
INFORMAL
WRITTEN
FORMALVERBAL
FACE TO FACE
DISTANCE

9. Different Types of communication
in negotiation
Form the table we can state that at least six distinct types of
communication.
 non-verbal
 verbal-oral-face-to-face
 verbal-oral-distance
 verbal-written
 formal and informal types of communication

10. Difference between communication and negotiation
COMMUNICATION NEGOTIATION
Completeness Parties
Conciseness
The negotiators must need to align interests
or objectives or to resolve a dispute
Consideration Willingness
Concreteness Ability to Improve One’s Position
Courtesy Constraints
Clearness Discussion

11. Communication barriers to
successful negotiation
Try to win at all costs’ attitude
Over-exhibition of emotions
Negative outlook towards the communication in
negotiation process
Lack of empathy
Wrong focus

12. Guidelines for successful
negotiation
 Be sensitive towards the other party’s requirements and concerns.
 State clearly what you need and the reason why you need it.
 Prepare a list of alternative options to be used in case the solution
suggested by you is not acceptable to the other party.
 Keep your emotions in control.
 Show respect for the other person’s views.
 Be patient.

13. Implementation Of Communication
in Negotiation
Key field for implementation
Business sector
Business officials
Political conflict
Journalism etc.

14. Any Question