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Noise in negotiation – towards a typology

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  • Tatiana Segal

    (Academy of Economic Studies, Bucharest)

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    Abstract

    Negotiations are polyvalent processes, in which communication plays a nodal role. Out of the main communication components (participants, message, transmission channel, coding, decoding, feed-back, etc.), one has been almost neglected, although its impact is significant, and that is noise. Attempting to fill in this blank, in order to outline negative influences and to examine possibilities of avoiding them, my approach here refers to classifying noise. Noise can be natural, or artificial, intentional or non-intentional, intrinsic or extrinsic to the negotiation environment. In addition, I complement the most commonly held perception of noise, that of an auditory disturbance, with other categories of noises, visual, olfactory, cognitive, psychical.

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    File URL: http://www.managementmarketing.ro/pdf/articole/140.pdf
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    Bibliographic Info

    Article provided by Economic Publishing House in its journal Management & Marketing.

    Volume (Year): 4 (2009)
    Issue (Month): 2 (Summer)
    Pages:

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    Handle: RePEc:eph:journl:v:4:y:2009:i:2:n:9

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    Keywords: negotiation; communication; noise vs. barrier; noise typology.;

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