The document discusses the importance of effective communication in negotiation, highlighting its key components such as listening, speaking, filtering, and watching. It provides guidelines for improving communication skills, including how to actively listen and respond appropriately while being mindful of nonverbal cues. Overall, mastering these communication techniques is essential for successful negotiation and conflict management.

1. Negotiation & Conflict
Management
Negotiation & its Components
Personality
Communication in Negotiation

2. Communication
 Communication is the effective
transfer of intended meaning.
 It is essential for negotiating success.
 If transfer fails then there is distortion
known as Noise.

3. Communication Process
 Source
 Encoding
 Channel
 Decoding
 Receiver
 Feedback

4. Effective Communication
 Listening
 Speaking
 Filtering
 Watching

5. Listening
 Talk less and listen more
 Seek new information
 Do not stop listening before the other person
finishes because you think you know what
the other person is going to say
 Do not stop listening in order to remember
what you want to say next
 Do not assume that you know what the other
person means
 Do not interrupt
 If you don’t understand, say so
 Show interest, lean forward, nod or smile

6. Speaking
 Do not answer a question if you are not prepared
 Do not answer a question that was not asked, unless
you are sure that it will aid the process of mutual
understanding
 Do not be afraid to answer a question with a question
 Occasionally ask a question to which you already know
the answer
 Restate and summarize what you have understood
 After you have asked a question, listen to answer
carefully
 Do not be offensive or rude
 Until you are ready to agree, use conditional statements
 Do not say things to show off
 Do not be afraid of appearing stupid
 Do not be afraid to be silent

7. Filtering
 Our natural tendency is to assume
that others are like us.
 We project our characteristics onto
others
 We filter all information on the basis of
our perceptions, personalities,
feelings, emotions, experiences and
observations
 It is a process of giving meaning to
what we listen

8. Watching
 Paying attention to nonverbal clues
 Kinesics is the study of nonverbal
communication in human interaction
 Emotions such as crying, smiling,
laughing, anger etc
 Motives such as Pleasantness or
unpleasantness
 Body language such as facial
expressions, hand and body gestures

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