Contact Us

If you still have questions or prefer to get help directly from an agent, please submit a request.
We’ll get back to you as soon as possible.

Please fill out the contact form below and we will reply as soon as possible.

  • Courses
  • Tutoring
  • Home
  • Business Management & Operations
  • Business Communications & Negotiation

Communication Related Tactics in Negotiation - Explained

What Communication Tactics are Effective in a Negotiation?

Written by Jason Gordon

Updated at April 15th, 2022

Contact Us

If you still have questions or prefer to get help directly from an agent, please submit a request.
We’ll get back to you as soon as possible.

Please fill out the contact form below and we will reply as soon as possible.

  • Marketing, Advertising, Sales & PR
    Principles of Marketing Sales Advertising Public Relations SEO, Social Media, Direct Marketing
  • Accounting, Taxation, and Reporting
    Managerial & Financial Accounting & Reporting Business Taxation
  • Professionalism & Career Development
  • Law, Transactions, & Risk Management
    Government, Legal System, Administrative Law, & Constitutional Law Legal Disputes - Civil & Criminal Law Agency Law HR, Employment, Labor, & Discrimination Business Entities, Corporate Governance & Ownership Business Transactions, Antitrust, & Securities Law Real Estate, Personal, & Intellectual Property Commercial Law: Contract, Payments, Security Interests, & Bankruptcy Consumer Protection Insurance & Risk Management Immigration Law Environmental Protection Law Inheritance, Estates, and Trusts
  • Business Management & Operations
    Operations, Project, & Supply Chain Management Strategy, Entrepreneurship, & Innovation Business Ethics & Social Responsibility Global Business, International Law & Relations Business Communications & Negotiation Management, Leadership, & Organizational Behavior
  • Economics, Finance, & Analytics
    Economic Analysis & Monetary Policy Research, Quantitative Analysis, & Decision Science Investments, Trading, and Financial Markets Banking, Lending, and Credit Industry Business Finance, Personal Finance, and Valuation Principles
  • Courses
+ More

Table of Contents

Communication-related Tactics in a Negotiation?Direct Presentation Vague Reference Screening Activities Contextual Modification 

Communication-related Tactics in a Negotiation?

Communication is a tool for carrying out negotiation. Every negotiator uses communication to relay information between parties. 

A skilled negotiator may seek to make the counterparty believe something about her interests, BATNA, reservation point, and cost or delay or non-agreement. Tactics for achieving this are discussed below. 


Back to: Negotiations & Communications

Direct Presentation 

The negotiator makes partial disclosure of certain information while strategically withholding other to guide the counterparty to the desired assumptions. This may create an emotional reaction in the counterparty that fosters accommodation. Be careful to not be untruthful or deceitful, as this can affect or destroy the negotiation if discovered. 

Vague Reference

The negotiator makes subtle reference to her interests, BATNA, reservation point, or cost of delay or non-agreement. These inexact references will cause the other party to assume information in a given range. Be careful to avoid being exact in stating a range, as the counterparty will assume the lower end of the range is the true reservation point. 

Screening Activities

The negotiator remains silent with regard to interests, BATNA, reservation point, and costs of delay or non-agreement. She will seek to communicate by asking questions that focus on the counterparty. The counter party may reveal information in response to these questions that is useful in deducing the desired information. 

Contextual Modification 

The negotiator may seek to influence the interests, BATNA, reservation point, or cost of delay or non-agreement by modifying the context of the negotiation. This can be done through altering the interest(s) at stake; creating uncertainty or changing the counterparty's view of their alternatives; changing the counterpartys perception of the repercussions for failure to reach an agreement; or manipulating the medium or timing of communication. 

Any of the above methods can reveal information about the counterparty.

Related Topics

  • What is the significance of communication in negotiations?
  • What is communicated during a negotiation?
  • Steps to improve the communication process?
  • What communication-related tactics influence the other party in a negotiation?
communication tactics negotiation

Was this article helpful?

Yes
No

Related Articles

  • Winner's Curse - Explained
  • Cognitive Biases in Negotiation - Explained
  • Digital Divide - Explained
  • American Code for Information Interchange - Explained



©2011-2023. The Business Professor, LLC.
  • Privacy

  • Questions

Definition by Author

0
0
Expand