ch6 communication 120607083824 phpapp01

8/12/2019 Ch6 Communication 120607083824 Phpapp01

1/21

(Lewicki, Saunders & Barry. 2011)

Communication:

Negotiation as Process

LDR 655

Siena HeightsUniversity

Wallace


2/21



Communication is Critical

Communication

processes (both verbal

and nonverbal), are

criticalto achievingnegotiation goals and

to resolving conflicts.


3/21



Whats Your Experience?

Tell us about a

communications

experience (work,

family, school) that

went poorly?

What about an event

where positive

outcomes werereached?


4/21



Models

Graphic source: www.shkaminski.com
http://www.shkaminski.com/Classes/Handouts/Communication%20Models.htmhttp://www.shkaminski.com/Classes/Handouts/Communication%20Models.htm


5/21



Models

Graphic source: www.shkaminski.com
http://www.shkaminski.com/Classes/Handouts/Communication%20Models.htmhttp://www.shkaminski.com/Classes/Handouts/Communication%20Models.htm


6/21



Berlos Model, 1960

Graphic source: www.sciencedirect.com


7/21

(Lewicki, Saunders & Barry. 2011)(Lewicki, Saunders & Barry. 2011)

Inference

http://changingminds.org/explanations/sift/infer.htm
http://changingminds.org/explanations/sift/infer.htmhttp://changingminds.org/explanations/sift/infer.htm


8/21


Intentional Behavior

Worth, 1981
http://astro.temple.edu/~ruby/wava/worth/svscom.htmlhttp://astro.temple.edu/~ruby/wava/worth/svscom.html


9/21


Communication during Negotiation

Offers, counters and motives Alternatives

Outcomes

Social accountsMitigating circumstances

Exonerating circumstances

Reframing Process


10/21


Three Key Questions

Consistent or adaptive?

Familiar (habits) over

improvisation

Early in the process?

First half is crucial

More is Better?

More doesnt directlycorrelate to better outcomes.


11/21


How People Communicate

Language:

Logicallevel (proposals,

offers)

Pragmaticlevel

(semantics, syntax, style)

Nonverbal

Eye contact

Body positionNonverbally reaction


12/21


How PeopleCommunicate

Channels

Different experiences

per channel

Multiple vehicles

Social bandwidth varies

Subtlety


13/21


Nonverbal Leadership Use erect posture when

walking, standing, or sitting Exhibiting dominant behavior

at times, such as standing up

straight during confrontation

Smiling frequently in a

relaxed, natural-appearing

manner

Gesturing in a relaxed, non-mechanical or threatening way


14/21


Inspiration and Power Be credible

Target the listener

Sell your benefits

Impact and emotion words

Anecdotesstories Supporting Data

Dont waste words

Crisp & Clear Power-oriented linguistics


15/21


Improving Communication

1. Questions

2. Listening

3. Role reversal


16/21


Manageable Questions

Attention May I ask you a question?

Information

How much will this cost?

Thoughts

Do you have any

suggestions for improvingthis?


17/21


Difficulty

Where did you get that

dumb idea?

Information

Didnt you know we

couldnt afford this?

False conclusions

Dont you think we havetalked about this enough?

Unmanageable Questions


18/21


Listening

1. Passive

2. Feedback

3. Active

Listen

Give Time

Restate

Summarize

AskQuestions

ProvideSolutions


19/21


Role Reversal

Active arguing positions

until the other party knows

we understand

Technique impact and

success

Research suggests this

improves communication,

accurate understanding andappreciation.


20/21


Closing Communications

Fatal mistakes

Expectations

Guarding

Reviewing feedback Closure

Avoid surrendering

Dumb remarks


21/21


Self-Improvement

Seek congruity with your

messages.

Ask for feedback from family,

friends, coworkers, and managers.

Observe others responses. (Areyour messages being received?)

Observe a videotape of yourself.

Decide what to change.(Lumsden & Lumsden, 2005)

ch6 communication 120607083824 phpapp01

Documents