Canyon

Communication

The flow of information amongst the parties and the negotiation process.

Working Assumption:

Each party to a negotiation gains by creating and maintaining clear two-way communication.

Problem

Misunderstanding often plagues negotiations. During a negotiation, communication often resembles the sending of smoke signals in a high wind. Difficulties with communicating pose a serious problem since communication is the lifeblood of negotiations. Just as blood clots block circulation and cause heart attacks, poor communication blocks progress and ruptures negotiations and relationships.

Cause

When you communicate, you focus on telling them what you think. You may tend to focus on what you think you are saying rather than what they hear. The other party may not hear your message, and you may not hear theirs. When others do not understand your problems, they are less able to help you solve them.

Approach

Aim for two-way communication.

Two-way communication means that both parties are listening as well as speaking. No message is truly communicated until it is heard and understood.

If you seek to communicate productively, you must listen and show the other side they have been heard. Your proposals will carry more weight with others if you can state their case as well as they can – and then deal with it. If you do so, the other side cannot dismiss what you say as showing a lack of understanding for their concerns.

Consider these guidelines

  1. Communicate regardless of disagreement.

  2. Consider consulting before deciding. Whenever possible, ask others for advice before making decisions on issues that would significantly affect them.

  3. Model two-way communication while retaining full authority to make a decision.

  4. Listen actively, and let them know it.

    Pay close attention to what they say in order to understand them as they see themselves. However, do not confuse empathy with agreement. Demonstrate your attentiveness by inquiring and pressing them to clarify any ambiguities. Consider repeating back to them what you have heard to check its accuracy.

  5. Speak for a purpose. Before making a significant statement, know what you want to communicate or find out, and what purpose this information will serve.

  6. Keep private channels of communication open. Avoid addressing multiple audiences. Consider using private channels for one-on-one problem-solving.

  7. Speak for yourself, not them. Talk about what you have undeniably observed or felt. Avoid attributing motives to the other side or telling them what they think or say.