N-6 Communication

The communication during negotiation is not about negotiator preferences. But it covers a wide-ranging number of topics. The most important communications in negotiation are those that convey offers and counteroffers. The communication of offer is a dynamic process, that is interactive and involved various internal and external factors. Communication in negotiation is not limited to the exchange of offers and counteroffers. Another important aspect that has been studied is how sharing information with the other party influences the negotiation 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. Another topic is about social accounts that negotiators use to explain things to the other party especially when negotiators need to justify bad news. Negotiators who use multiple explanations are more likely to have better outcomes. Lastly, some communication is about the negotiation process itself-how well it is going or what procedures might be adopted to improve the situation.

Now, we know what the communication in negotiation already. Then we have to know how people communicate in negotiation. We address three aspects the way how to communicate in negotiation situation. Firstly, we have to understand about characteristics of language. In negotiation, language operates at two levels that is logical level and the pragmatic level, so we have to use proper level in proper situation. Secondly, using nonverbal communication, for examples include facial expressions, body language, head movements, and tone of voice. Finally we have to choose a communication channel, for examples face to face, letter, telephone, or network mediated information technologies. Channel variations have potentially important effects on negotiation processes and outcomes

Then we have to know how to improve communication in negotiation. We have three techniques for improving by the use of questions, asking good questions enables negotiators to secure a great deal of information about the other party’s position, supporting arguments, and needs. Secondly, listening, we can choose difference type of listening that is passive, acknowledgment, and active listening in the proper situation. The final technique is role reversal. This technique allow negotiators to understand more information about the other party.