Key Aspects of  Communication in Negotiation

Verbal Communication
 
1. Communication varies according to the formality of the negotiation situation.  As the rules and procedures of negotiation, become increasingly detailed and specific, the impact of communication becomes less significant.

2. Rules govern communication in negotiation interaction.

3. Communication functions to:  
4. Communication in negotiation focuses on: 5. Intentional communication behaviors are tactics reflecting a negotiator's strategic orientiation.
 
Nonverbal Communication
 
Nonverbal communication certainly affects the resolution of conflicts and disputes, yet little research has considered nonverbal communication within dispute resolution contexts.  Some speculations follow, gleaned from experiences of practitioners and the nonverbal behavior literature.
 
1. Negotiation practitioners place great importance on nonverbal behavior (probably too much importance).
 
2.  Nonverbal behavior in negotiation is culture-bound; the cultural identification of negotiators and the cultural context of negotiation will influence what nonverbal behavior is appropriate and how nonverbal behavior         should be interpreted.  Yet some negotiators may regard certain nonverbal behaviors as culturally univeral (transcending differences).
 
3.  Some nonverbal behavior "categories" relevant to negotiation: 4.  Contrary to some trainers' writings and seminar presentations, nonverbal behavior does not communicate in isolation, and particular behaviors do not have specific meanings.
 
5.  Nonverbal behavior must be interpreted in context, including the sequence in which it occurs.
 
6.  Negotiatiors need to avoid over-interpreting nonverbal behaviors (e.g., always trusting nonberbal cues over verbal cues) and falling victim to nonverbal ethnocentrism (like cultural ethnocentrism).
 
7.  Nonverbal behaviors are particularly significant when they are inconsistent with verbal messages.  Negotiators should check their perceptions of inconsistency with the other negotiator if the inconsistency is significant.
 
8.   Nonverbal attentiveness may be particularly important in negotiation situations which may involve deception.