1. COMMUNICATION
ANIS BINTI ARIS
NURUL HIDAYAH BINTI OMAR
LOY KAM CHOY
NURSAIYIDAH BINTI SAIDI
SADDAM RAFSANJANI BIN AMIR SALLEH
WAN NOR FARIZA BINTI WAN ABDUL
HALIM

3. Language operator at
two level:
(i) The logical level
(ii) The pragmatic level
The meaning conveyed
by a statement or
proposition is
combined with a
logical surface
message and several
pragmatic levels.
(1) Use of
language
Parties whose statements
communicated interests
in both the substance of
the negotiation and the
relationship with the
other party achieved
better, more integrative
solutions

4. 1. Make Eye Contact
-When listening: show others
you are paying attention and
listening that you consider
them important
-When delivering: emphasize
the importance of the message
that is being sent
2. Adjust Body Position
-To show you are attentive:
hold your body erect, lean
slightly forward, and face
the other person directly.
- To show strong rejection
or disapproval: crossing
arms, bowing the head,
furrowing the brow, and
squeezing eyebrows
together.
(2) Use of
Nonverbal
Communicati
on
3. Nonverbally Encourage
or Discourage What the
Other Says
-Indicate encouragement:
brief eye contact, a smile,
or a nod of the head.
-Indicate discouragement:
a frown, a scowl, a shake of
the head, or a grab of one’s
chest in mock pain.

5. - Negotiate through
Communication media
- Negotiate through
written channel
(3) Selection
of a
communicatio
n channel
- There is evidence that email negotiators reach
agreements that are more
equal than face-to-face
negotiators.

7. A negotiator’s
preferences are
communicated
during a negotiation
they can have a
powerful influence
on the actions of the
other party and on
outcomes.
(A) Offers,
counteroffers
, and Motives
The communicative
framework for
negotiation:
1. The communication of
offers is a dynamic
process
2. The offer process is
interactive
3. Various internal and
external factors drive the
interaction and “motivate”
a bargainer to change his
or her offer.

8. Negotiators with an
attractive BATNA
should tell the other
party about it if they
expect to receive its
full benefits.
-The style and tone
used to convey
information about an
attractive BATNA
Politely making
the other party
aware of one’s
good alternative
can provide
leverage without
alienating the
other party.
(B)
Information
about
alternatives
Waving a good BATNA in
the other party’s face in
an imposing or
condescending manner
may be construed as
aggressive and
threatening.

9. (C)
Information
about
Outcomes
(D) Social
Accounts
(E)
Communicati
on about
process
Negotiators should be cautious
about sharing their outcomes or
even their positive reactions to
outcomes with the other party,
especially if they are going to
negotiate with that party again in
the future.
Three explanation
types:
1. Explanations of
mitigating
circumstances
2. Explanations of
exonerating
circumstances
3. Reframing
explanation
How well it is going or what
procedures might be
adopted to improve the
situation.