1. COMMUNICATION SKILLS
DURING NEGOTIATION
HEMANG DESAI
ENTREPRENEURSHIP DEVELOPMENT INSTITUTE OF INDIA,
GANDHINAGAR

2. Objectives of the Session
To understand the process of
communication.
To understand the importance of
communication during the
negotiation process.
To understand the various
dimensions as well as
components of communication.

3. COMMUNICATION SKILLS

4. What I hear
I forget What I See
I remember
What I do
I know & understand
- Confucius

5. 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.

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

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

8. Levels of Communication
Intra individual Communication
Interpersonal Communication
Intra organisational Communication
Extra organisational Communication
Technological Communication.

9. Communication Cycle
Sender Encoding Message Decoding Receiver
Feedback

10. 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

11. 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

12. 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?

13. 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?).

14. 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.

15. Contents of the Negotiation
communication.
Information / Facts / Figures
Opinions / References
Conclusions

16. 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

17. 7 ‘C’ s of Communication during
Negotions.
Candid
Clear
Complete
Concise
Concrete
Correct
Courteous

18. 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.

19. 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.

20. TYPES of Communication

21. Verbal Communication
Verbal Communication
Written & Oral.
 Formal & Informal
 Direct & Indirect
 Vertical & Horizontal

22. Non Verbal Communication
Body Language
Gestures
Posture
Voice
Image

23. A symbol
telling us “NO
PARKING

24. HOSPITAL

25. Anger

26. Smile

27. A Smile
A smile costs nothing, but gives much,
It enriches those who receive,
Without making poorer those who give.
It takes a moment,
But the memory of it sometimes lasts forever.
Some people are too tired to give you a smile
Give them one of yours,
As none needs a smile so much
As he who has none to give.

29. Can you recognise this?
Sadness

30. Non Verbal Communication
Body Language
Gestures
Posture
Voice
Image

31. “ … as the tongue speaketh to the ear,
so the hand speaketh to the eye.”
Francis Bacon
(1605)

32. “ The peoples of the world are
islands shouting at each other
across a sea of
misunderstanding”
Mark Twain

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

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

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

36. Two people sharing a thought or feeling is no less a
wonder. Think of the possible slip ups in any dialogue:
1. What you mean to say.
2. What you actually say.
3. What the other person hears.
4. What they think they hear.
5. What they want to say in reply.
6. What they do say in reply.
7. What you think they say, and so on.