Business Negotiations Week - 8 Video - 2

Summary

This video discusses the various elements of communication in negotiations, focusing on the impact of noise and its sources. Noise in communication can stem from physical distractions, language barriers, cultural differences, body language, context, and perceptions. It also highlights how communication styles—such as directors, expressors, thinkers, and harmonizers—affect negotiation dynamics. The video further explores the key factors communicated during negotiations, such as offers, preferences, concessions, and explanations. By understanding these elements, negotiators can enhance their effectiveness, reduce misunderstandings, and achieve better outcomes.

Takeaways

• 😀 Noise in communication refers to any disturbance that impedes the transmission of a message and is a key element in all interpersonal communication, including negotiation.
• 😀 Physical distractions, such as background noise or people walking by, are examples of noise that can interfere with effective communication in negotiations.
• 😀 Language barriers, including accents or different languages, create noise that hinders mutual understanding during negotiations.
• 😀 Cultural differences, such as individualism vs collectivism or high context vs low context communication, can add to the noise and create misunderstandings in negotiations.
• 😀 Status differences, where individuals are reluctant to confront people of higher status, can lead to distorted communication or withholding of important information in negotiations.
• 😀 Nonverbal communication, including body language, facial expressions, gestures, and touch, contributes to noise in communication and can impact negotiations.
• 😀 Perceptions influence communication as people interpret information according to their own understanding, leading to potential noise in negotiations through stereotyping or cognitive biases.
• 😀 Different communication styles, such as directors, expressors, thinkers, and harmonizers, can clash and create noise, making it harder for negotiators to understand each other.
• 😀 The context in which communication occurs—such as the physical location of the negotiation—can affect how messages are received and interpreted, contributing to noise.
• 😀 What is communicated during negotiation includes offers, counteroffers, preferences, concessions, alternatives, and explanations, all of which are shaped by the negotiators’ motives and strategies.

Q & A

What is noise in communication, and how does it impact negotiations?

Noise in communication refers to any disturbance that interferes with the transmission of a message. In negotiations, noise can impede understanding between parties, leading to misunderstandings, ineffective communication, and potentially hindering the negotiation process.

What are some common sources of noise in negotiations?

Common sources of noise in negotiations include physical distractions (e.g., loud noises or people walking by), language barriers (e.g., different languages or heavy accents), cultural differences, non-verbal communication (e.g., body language, facial expressions), and context (e.g., the location of the negotiation).

How do cultural differences contribute to communication noise in negotiations?

Cultural differences can create noise in communication due to differing communication styles, values, and expectations. For example, differences in individualism vs. collectivism, or high-context vs. low-context communication, can affect how messages are sent, received, and interpreted during negotiations.

What role does perception play in communication noise during negotiations?

Perception is a critical source of noise, as it influences how individuals interpret and respond to messages. Negotiators filter and interpret information based on their personal experiences, biases, and cognitive frameworks, which can lead to misinterpretations, stereotyping, or cognitive biases, complicating negotiations.

Can you explain the four types of communication styles that may cause noise in negotiations?

The four communication styles that can cause noise are: Directors (task-oriented, direct communicators), Expressors (relationship-oriented, emotional communicators), Thinkers (task-oriented, indirect communicators focused on details), and Harmonizers (relationship-oriented, indirect communicators who avoid conflict). Differences between these styles can cause misunderstandings if not managed well.

What is the significance of offers and counter-offers in negotiation communication?

Offers and counter-offers are fundamental in negotiations as they define the bargaining range and facilitate reciprocal influence between the parties. The process of making offers and counter-offers helps establish expectations, determine concessions, and drive the negotiation toward an agreement.

How do negotiators communicate their preferences during a negotiation?

Negotiators communicate their preferences through the messages they exchange. For example, those with strong relationship motives may express concern for maintaining friendly relations, while negotiators with power motives may use competitive tactics, signaling their preferences through the strategies and behaviors they employ.

Why are concessions and tactical choices important in negotiation communication?

Concessions and tactical choices reflect the negotiator's willingness to compromise and reveal their balance of power and relationship motives. How one negotiator responds to concessions can influence the negotiation dynamic, with threats or ultimatums typically leading to fewer concessions from the other party.

How does communicating about alternatives affect a negotiation?

Communicating about alternatives, such as having a Best Alternative to a Negotiated Agreement (BATNA), can strengthen a negotiator’s position. When the other party knows a negotiator has attractive alternatives, they are likely to lower their expectations and settle for less, thus improving the original negotiator’s outcome.

What role do explanations play in negotiations, particularly when delivering bad news?

Explanations, also known as social accounts, are crucial in negotiations, especially when conveying bad news. By offering reasonable explanations backed by data, negotiators can reduce disapproval, mitigate negative consequences, and foster collaboration, even when delivering undesirable outcomes like a hiring freeze or a rejected offer.