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Find Out the Objectives of Your Negotiating Partner

In: The Hidden Rules of Successful Negotiation and Communication

Author

Listed:
  • Marc O. Opresnik

    (Luebeck University of Applied Sciences)

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.

Suggested Citation

  • Marc O. Opresnik, 2014. "Find Out the Objectives of Your Negotiating Partner," Management for Professionals, in: The Hidden Rules of Successful Negotiation and Communication, edition 127, chapter 5, pages 47-62, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-319-06194-8_5
    DOI: 10.1007/978-3-319-06194-8_5
    as

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