Communication is the process
of effectively conveying intended meaning. Communication is
critical for negotiation success. Communication is complex. Key
steps include encoding, decoding, and feedback. Noise can occur
during any steps in the process.
Much noise can be eliminated
by understanding ourselves and our opposites and by following rules
for speaking and listening and watching body language.
Filtering techniques will
assist us in negotiation communication.
When conflict arises in
negotiation, one should assess whether it is substantive or due to
temperament and/or other communication failure, apply filtering
techniques to determine the precise substantive matter in dispute,
or call time-out prior to escalation.
Written negotiation is most
vulnerable to unintended communication.
