Communication is essential during negotiations. Effective communication involves clearly presenting one's message according to the listener's needs, establishing credibility by providing evidence, and expressing emotions genuinely. Some keys to communication are giving and getting definitions, asking questions, speaking the same language, and providing feedback on behavior rather than the person. Communication should be candid, clear, complete, concise, concrete, correct, and courteous. Creating parity, consistency, consensus and appropriate expectations in the listener while thinking from their perspective helps communicate effectively during negotiations.

1. COMMUNICATION SKILLS
DURING NEGOTIATION

2. 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.

3. Communication is…
(in Latin, which means “to
share” or “to have in common)
Originated from the
word “Communiqe”

4. What is communication?
Communication is sharing of ideas, opinions,
or information with one or more people.

5. Sender Encoding Message Decoding Receiver
Feedback
Communication Cycle

6. 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

7. 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

8. 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?

9. 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?).

10. 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.

11. 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

12. 7 ‘C’ s of Communication during
Negotions.
Candid
Clear
Complete
Concise
Concrete
Correct
Courteous

13. 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.

14. 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.

15. TYPES of Communication

16. Verbal Communication
Verbal Communication
Written & Oral.
 Formal & Informal

17. Non Verbal Communication
Body Language
Gestures
Posture
Voice
Image

18. A symbol
telling us “NO
PARKING

19. HOSPITAL

20. Anger

21. Smile

23. Can you recognise this?
Sadness

24. Barriers to Communication
Filtering
Lack of motivation on either side
Jargons
Non-clarity of Ideas
Language

25. Barriers to Communication
(continued)
Sender has low credibility.
Situations & circumstances.
Strong Emotions in either Sender or
receiver.
Fields of experience.

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