Summary
In this chapter has considered elements of the art and science of communication that are relevant to understanding negotiations. First addressed what is communicated in negotiation. Rather than simply being an exchange of preferences about solutions, negotiations covers a wide-ranging number of topics in an environment where each party trying to influence the other. This was followed by an exploration of three issues related to how people communicate in negotiation: the use of language, nonverbal communication, and the selection of a communication channel. In the final two sections of the chapter discussed how to improve communication in negotiation, and special communication considerations at the close of negotiation.
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