BUS 50.3 Chapter 6 - Copy

BUS 50.3 Chapter 6 - Copy - CHAPTER SIX Communication...

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CHAPTER SIX Communication
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Communication in Negotiation Communication processes, both verbal and nonverbal, are critical to achieving negotiation goals and to resolving conflicts. Negotiation is a process of interaction Negotiation is a context for communication subtleties that influence processes and outcomes
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Basic Models of Communication Communication is an activity that occurs between two people: a sender and a receiver A sender has a meaning in mind and encodes this meaning into a message that is transmitted to a receiver A receiver provides information about how the message was received and by becoming a sender and responding to, building on, or rebutting the original message (processes referred to as “feedback”)
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Distortion in Communication 1. Senders and receivers The more diverse their goals or the more antagonistic they are in their relationship, the greater the likelihood that distortions and errors in communication will occur 2. Transmitters and receptors The choice of transmitter can affect outcomes Some messages may be better spoken, others written Poor eyesight, faulty hearing, etc. diminish the ability of a receiver to receive a message accurately
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Distortion in Communication 3. Messages The symbolic forms by which information is communicated The more we use symbolic communication, the more likely the symbols may not accurately communicate the meaning we intend (e.g., Please pass the pen and there are a few pens on the table) 4. Encoding The process by which messages are put into symbolic form Senders are likely to encode messages in a form which receivers may not prefer (e.g., one likes to meet over lunch and decide things, while the other likes multiple drafts)
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