Academic journal article Analysis and Metaphysics

Constructive Communication in Effective Negotiation

Academic journal article Analysis and Metaphysics

Constructive Communication in Effective Negotiation

Article excerpt

ABSTRACT. Applying new conceptual and methodological approaches, this study advances to the next level research on the function of gender in negotiation conduct and results, communication as a relevant variable in predicting bargained outcomes, the role of psychological impact in negotiations, and the capacity for communication to frame negotiation mechanisms and results. The theory that I shall seek to elaborate here puts considerable emphasis on the interpersonal consequences of emotions in negotiations, the impact of the communication conduct of bargainers on agreements reached, the intricate and unclear influences of communication in bargaining, and processes through which communication affects bargaining results. The findings of this study have implications for the function of communication in negotiation, behavioral decision making in bargaining, the feasible role for communication in bringing about just outcomes, and emotional intelligence's effect on negotiation.

Keywords: communication; negotiation; interpersonal; emotion; decision making

1. Introduction

Communication can improve negotiation effectiveness via trustworthy disclosure and synchronization (the function of communication is a medium for potentially reliable expose and an occasion for timing as given). Given the chance, negotiators are likely to over-communicate. Views about the character of the interplay constitute the foundation for bargaining conduct (Popescu Ljungholm, 2014b) and the final conditions of (dis)agreement. The subject matter of communication frames the negotiation case and therefore can assist in prefiguring bargaining conduct and closing settlements. Communication prepares behavior by indicating the underlying character of the interaction. The negotiation frame is established via initial and endogenous communication, moulding bargainers' conducts and the conditions of the final arrangement. (McGinn and Noth, 2012) Any manner of transaction should lead to a sound Settlement if the latter is possible, should be successful, and should enhance the connection between the participants. Falling flat to deal with individuals sensitively as persons inclined to human feedbacks (Läzäroiu, 2014) can be calamitous for a bargaining. Every negotiator aims to attain an arrangement that meets his essential concerns. Framing a bargaining as a competition of determination over situations worsens the entangling procedure. Positional negotiation is concerned with a bargainer's concerns both in significance and in a relevant link by trading one off opposing the other (bargainers spend substantial time fortifying their attitude and criticizing the other side's). The capacity to perceive the position as the other side identifies it is an outstanding skill a bargainer can own. (Fisher et al., 2011) Definite bargaining results signify that women may be positioned at an organized disadvantage compared with men in negotiation. Cases that make bargaining and the female gender function more compatible may cut down gender dissimilarities in negotiation. Bargaining successfully for economic results mainly demands agentic attributes such as acting assertively or competitively. Women as contrasted with men confront an inappropriateness between their gender function and the agentic conducts normally involved in negotiations. For women, acting in agreement with the female function and preventing possible backlash should generate less bargaining conducts that augment economic results. Acquiring negotiation experience might reduce women's dependence on the female gender function. (Mazei et al., 2015)

2. Communication as a Relevant Variable in Predicting Bargained Outcomes

Communication between participants functions as a medium for transmitting and influencing others' reasons underlying conduct. The subject matter of communication preceding or throughout negotiation can have significant framing consequences on bargaining conducts and results. Communication produces negotiation frames that generate convictions about how to act and what to think of other individuals. …

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