Communication1.Explore what is communicated in a negotiation and how people communicate2.Consider the ways that communication might be improved in negotiation3.Gain practical tools for how to improve communication processes in any negotiation.What is communicated during Negotiation?Study found - >70% of verbal tactics that buyers and sellers used during negotiation were integrative.Also, buyers and sellers behave reciprocally.Most communication during negotiation – not about negotiator preferences. Blend ofintegrative/distributive content varies as a function of the issues being discussed & expectationsparties have for their future relationship, content of communication is only partly responsible fornegotiation outcomes.1.Offers & counteroffers-Conveys the negotiator’s motives and preferences, which in turn influence actions ofthe other party-Communication framework for negotiation based on assumption that:oThe communication of offers is a dynamic process (offers change or shift overtime)oThe offer process is interactive (bargainers influence each other)oVarious internal and external factors (e.g. time limitations, reciprocity norms,alternatives, constituency pressures) drive the interaction and motivatenegotiators to make adjustments to their offers.2.Information about Alternatives-Strong alternatives confer a strategic advantage, but only if the other party is aware ofthose alternatives.-Existence of a BATNA changes several things in a negotiation:oCompared with having unattractive BATNA, those with attractive BATNA sethigher reservation prices for themselves than their counterparts dooNegotiators whose counterparts have attractive BATNAs set lower reservationpoints for themselvesoWhen both parties are aware of the attractive BATNA that one of the negotiatorshas, that negotiator receives a more positive negotiation outcome.-Style and tone used to convey information about an attractive BATNA matters!oPolitely – provide leverage without alienating the other partyoWaving a good BATNA in other party’s face in an imposing or condescendingmanner may be construed as aggressive and threatening.3.Information about Outcomes-Negotiators’ evaluations of their own outcomes will vary depending on what theyknow about how the other party did-Winners and losers evaluated their own outcomes equally when they did not know howwell other party did. If they knew other party is pleased or did better, they feel lesspositive about their own outcome-When they discover counterpart did relatively poorly, they are less satisfied with theoutcome than when they have no comparison information.
