Communication Skills in Negotiation Flashcards

A negotiator sends a detailed proposal via email, but the counterpart responds with only two lines. What communication principle does this situation highlight?

Answer: Channel selection affects how richness and nuance are conveyed

Media richness theory holds that complex, ambiguous negotiations benefit from richer channels (face-to-face, video) because they support more cues and faster feedback.

What is the primary risk of using jargon or highly technical language when negotiating with a counterpart from a different field?

Answer: It can create confusion and make the counterpart feel excluded or inferior

Specialized language can alienate counterparts who don't share the same vocabulary, creating barriers to trust and mutual understanding.

During a multi-party negotiation, one party dominates the conversation. As a skilled negotiator, you should:

Answer: Use inclusive facilitation techniques to draw out quieter parties

Inviting quieter participants to speak ensures that all interests are surfaced, which is essential for durable agreements in multi-party settings.

What does the term 'anchoring effect' refer to in the context of negotiation communication?

Answer: The cognitive bias where the first number offered disproportionately influences the final outcome

The anchoring effect means the first number introduced in a negotiation sets a psychological reference point that influences subsequent offers and counteroffers.

When a counterpart says, 'That's simply not possible,' the most effective communication response is to:

Answer: Ask, 'What would need to change for it to become possible?'

A question that reframes a 'no' as a conditional possibility keeps the negotiation open and uncovers what obstacles actually need to be addressed.

Which listening level involves not only hearing words but also interpreting the emotions and intent behind them?

Answer: Empathic listening

Empathic listening means tuning in to the emotional content and underlying meaning of what is said, not just the literal words.

A negotiator uses the phrase 'just between us' before sharing a piece of information. This tactic is most likely intended to:

Answer: Build rapport and a sense of exclusive trust to influence the counterpart

'Just between us' is a rapport-building tactic designed to create an in-group feeling and make the counterpart more receptive to the information that follows.