Ch 5 - Nonverbal Communication •5.0 - Chapter Introduction•5.1 - Recognizing Different Forms Of Nonverbal Communication•5.2 - Describing How Body Language Affects Negotiations•5.3 - Describing How The Physical Environment Affects Negotiations•5.4 - Recognizing How Personal Attributes Affect Negotiations5.0 IntroductionCommunication Is More Than Verbal. Good negotiators must first be good communicators. Unfortunately, many negotiators think of communication only as oral or written verbal exchanges. But verbal exchanges account for only a fraction of the messages people send and receive. Research has shown that between 70 and 90 percent of the entire communication spectrum is nonverbal. Consequently, you should be aware of the different forms of nonverbal communication that you are likely to encounter during negotiation conferences. Although we continually send and receive nonverbal messages, most of us are not fully aware of the ways that we communicate nonverbally. Still, if you watch carefully, you will see that most leading professionals (e.g., doctors, lawyers, politicians, corporate chief executive officers, and contract negotiators) are excellent nonverbal communicators. Some people call it charisma. Others call it style. Whatever it is, they have it! 5.1 Recognizing Different Forms Of Nonverbal CommunicationImportance of Nonverbal Communication. If you are only aware of` a negotiator's verbal message, you will likely miss the major portion of the overall communication. Being aware of both nonverbal and verbal messages will give you an important edge.
•Skills in interpreting nonverbal communications will help you glean useful information from others involved in the negotiation. •An awareness of nonverbal communication may also prevent you from harming your own negotiation position by inadvertently sending nonverbal signals that disclose confidential information or weaknesses in your position. Areas of Nonverbal Communication. Nonverbal communications include all forms of communication that are not part of the language that we speak or write. There are many ways that we reveal ourselves nonverbally This text will concentrate on the three areas of nonverbal communication that will most likely affect contract negotiations: •Body language (kinesic communication) using facial expressions, body movements, gestures, and posture; •Physical environment (proxemic communication) using available space, distance from or proximity to other people, and territorial control; and •Personal attributes such as: oPhysical appearance (artifactual communication) including all options that communicators use to modify their appearance; oVocal cues (auditory communication); and oTouch (tactile communication) particularly the handshake.
You've reached the end of your free preview.
Want to read all 17 pages?
- Spring '12
- Nonverbal Communication, nonverbal messages