Find Out the Objectives of Your Negotiating Partner

Marc O. Opresnik
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Marc O. Opresnik: Luebeck University of Applied Sciences

Chapter 5 in The Hidden Rules of Successful Negotiation and Communication, 2014, pp 47-62 from Springer

Abstract: Abstract 1. At each level of the communication process, content, voice level and the use of body language are key means by which messages are sent. 2. The majority of communication is mediated by body language. Communication is not just what you say, but also what is seen by your negotiating partner. 3. Be aware of the personal space of your negotiation partner. By encroaching into this area your partner will feel harassed or become annoyed. Invading the territory of another can be understood as an indication of overconfidence or aggression and trigger reactions to what is perceived to be a threat. 4. Active listening is the silver bullet for information. Listening attentively is a form of personal appreciation and this signal has a positive impact on your relationship with your interlocutor.

Keywords: Facial Expression; Body Language; Active Listening; Silver Bullet; Conversation Partner (search for similar items in EconPapers)
Date: 2014
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-319-06194-8_5

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DOI: 10.1007/978-3-319-06194-8_5

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