Essentials of Negotiation Chapter6.
Communication
Communication is the most basic and important element in the negotiation. In the chapter six, we learn the essential of communication and how to communicate with people. The chapter begins with the question of what communication is during negotiation. It introduces five different categories of communication that take place during negotiations and shows that having more information does not automatically translate into better negotiation outcomes. Then it addresses three aspects related to how people communicate in negotiation: the characteristics of language that communicators use, the use of nonverbal communication and the selection of a communication channel for sending and receiving messages. Final, it is followed by the approaches of improving communication and some special communication considerations at the close of negotiation.
Communication
Communication is the most basic and important element in the negotiation. In the chapter six, we learn the essential of communication and how to communicate with people. The chapter begins with the question of what communication is during negotiation. It introduces five different categories of communication that take place during negotiations and shows that having more information does not automatically translate into better negotiation outcomes. Then it addresses three aspects related to how people communicate in negotiation: the characteristics of language that communicators use, the use of nonverbal communication and the selection of a communication channel for sending and receiving messages. Final, it is followed by the approaches of improving communication and some special communication considerations at the close of negotiation.
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