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1、,6 Communication,Du Xiao-rong,Communication Exercise,Instructions for Person A In this project, you are A. The project reporting structure is as follows: B reports to you; C, D, and E, report to B. Each of you has been given five symbols，each of which is one of six familiar symbolsYour job is to fin
2、d out which one of the six symbols is held in commonYou must finish this job in 15 minutesYou may communicate with B only through the exchange of notes, B may exchange notes with you and C，D and EPersons C，D，and E may exchange notes with B only. No other communication is permitted,Communication Exer
3、cise,To elaborate There are six unique symbols. Each person has five to these six possible symbols. There are five copies of five of the symbols. There are five copies of one of the symbols. You are to determine which one symbol is held by five persons.,Communication Exercise,Instructions for Person
4、 B A and B may exchange notes C，D，and E may exchange notes with B only. No other communication is permitted. You will find five symbols on the handoutYou may not show them to any other,Communication Exercise,Instructions for Person C, D and E A and B may exchange notes C，D，and E may exchange notes w
5、ith B only. No other communication is permitted. You will find five symbols on the handoutYou may not show them to any other,Communication Exercise,Instructions for the messenger Please move as rapidly as you can. Deliver messages which are properly addressed. Do not deliver message, if not properly
6、 addressed.,Communication Exercise,Instructions for the observer You will be assigned to observe to see how they react to the following: Defining the problem Action Taken Organization of the group Communication Identify Communication Pressure,Communication Exercise,What are the lessons? Productivity
7、 increases with good communication Productivity is low without communication Communication is important Productivity increases when people work together to solve problems Everyone plays a part in the success of the team,6.1 What is Communicated during Negotiation?,Offers, counteroffers, and motives
8、Information Information about alternatives Information about outcomes Social accounts Communication about process,Q: Is more information always better? A: Information-is-weakness effect,6.2 How People Communicate in Negotiation,Use of language “Negotiation is essentially linguistic in that it repres
9、ents the exchange of information through language.” Logical level: for proposals or offers Pragmatic level: semantics and style,Notes: How parties communicate in negotiation depends on the ability of the speaker to encode thougts properly, as well as the ability of listener to understand and decode
10、the intended message.,6.2 How People Communicate in Negotiation,E.g.1 JOSH BIRNBAUM: Our desk began to accumulate short positions, purchasing protection on individual securities through credit default swaps, largely from external C.D.O. managers who asked us to bid for these positions.”,E.g.2 “I cam
11、e here is to seek a compromise as the mediator .”,Using of nonverbal communication attending behaviors Eye contact Changes of pupil Sizes of eyepit Movements of eyeball Gazing,6.2 How People Communicate in Negotiation,Eye is the lens of a persons soul!,Notes: (1) Making eye contact when delivering t
12、he important part of the message (2) Maintaining eye contact when receiving communication,6.2 How People Communicate in Negotiation,6.2 How People Communicate in Negotiation,Body position Ones body position indicates whether or not he is paying attention to the other party.,Other nonverbal language
13、Head movements Nodding head Shaking head Facial expressions Smile Frown Scowl,6.2 How People Communicate in Negotiation,Exercise: “你昨天晚上几乎迟到了一个小时到达我们约定的咖啡厅。我为了在6点钟准时到达，都错过了那场足球赛的大结局。然而，我却一个人坐在那里等了45分钟！”,6.2 How People Communicate in Negotiation,Models of communication Basic model: Telegraphic model,
14、6.3 What are Communicate Channels in Negotiation,Person A-Person B-Person A-Person B,Sender,Receiver/Sender,Receiver/Sender,Receiver/Sender,6.3 What are Communicate Channels in Negotiation,Face-to-face negotiation Person APerson B Communication over the telephone,Communication in writing Person A-Pe
15、rson B-Person A-Person B Communication through electronic channels,6.3 What are Communicate Channels in Negotiation,Different communication channels have different strengths and weaknesses,6.3 What are Communicate Channels in Negotiation,6.4 How to Improve Communication in Negotiation,The use of que
16、stions Manageable questions: To cause attention, prepare the other persons thinking for further questions, get information and generate thoughts Open-ended questions “How did you arrive at that particular price ?”,Effective and useful questions,Leading Questions “ Dont you think our proposal is a fair and reasonable offer?” Low key question “ How much more will this cost if we chose this additional feature? “ Flattery question “C
