Executive summaryCommunication plays a key function in negotiation. Negotiation denotes the process of dialogue to reach an agreement between two conflicting parties. Attempting to reach a level ground can involve the use of both verbal and non-verbal features of communication. That is, since this is a process of dialogue, words and signals are bound to be incorporated during the process. These aspects help to facilitate the process as well as enable the parties involved to arrive at a common goal. Non-verbal signals are majorly considered to have an even more effect than the verbal cues.
This is because; they indicate the way the communication is being received. Overly, in comprehending the process of communication, various models have been formulated. Scholars like Shannon and Weaver, Wilbur Schramm and Barnlund have designed basic models which focus on how people communicate. From a linear model to a circular one, these models have help negotiators to effectively conduct negotiations efficiently. Consequently, for an effective negotiation, the parties engaged need to consider a number of issues that could otherwise distort the process. There are various factors that impact on the process of negotiation, thus determining its efficacy, for example, culture and listening.
Considering cultural aspects and the need to listen effectively to the other party will direct both parties to achieve their objectives. In this discussion, focus will be majorly on the impact that communication has in negotiations. This will be considered through a focus on the varied models of communication, the features as well as benefits and weaknesses of communication as a process. IntroductionNegotiation denotes a vital process in problem solving. It involves the use of dialogue and is usually aimed at reaching an understanding, settle differences between conflicting parties or even in making decisions.
There are two major ways of negotiating. Distributive negotiation entails dialogue measures to reach an agreement between two parties that seemingly had no prior interactions. In this negotiation, the parties involved tend to hold extreme stands and try to work a way of balancing their differences. Integrative negotiation on the other hand entails a more cooperative way of reaching an understanding. It involves an aim to create an outstanding relationship between the parties involved.
However, this process usually depends on the situation. While some parties may choose to accommodate, avoid, collaborate with their adversaries, others may decide to compete or compromise. Consequently, negotiation incorporates the aspect of communication. Considering that this is a process of creating understanding, communication plays a major role in it (Zhu & Zhu n. d). Types of Communication in NegotiationIn negotiation, communication is central. Individuals in a negotiation use both verbal and non-verbal communication. Since this is a dialogue process, the need to be effective in expressing one’s opinion and views is essential.
Each group needs to be able to present its stand in a clear way to enable the other party to comprehend their point. The application of these two key aspects of communication depends on the form of negation. For instance, there are negotiations that are considered to be formal or non-formal. Thus, the way the negotiating parties interact through communication will determine how they apply the verbal and non-verbal concepts.