Chapter 6: Communication

Chapter 6: Communication

1. Model of communication

2. Communication during negotiated called interpersonal communication.

3. How people communicate in negotitation

   • 1. Defining the language pattern
   • 2. use nonverbal communication to enhance people understanding
   • 3. Select the right communication channel

4. Way to improve communication in negotiation.

   • Use question
   • Listening to the other
   • Role reversal

5. Key aspect to close deal in negotiation communication

   • Avoiding fatal mistake. The negotiator should know when to shut up. So that they can avoid saying unimportant things and making a dumb remarks.
   • Achieve closure by making a decision to conclude the negotiation. There are 4 element need to be considered as well; fraaming, gathering intelligence, coming to conclusion and learn from feedback.

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