Communications in integrative bargaining


Here’s a quick observation on the role of communications skills in integrative bargaining (using an excerpt from my homework in my negotiations class):

In the integrative road map, the first step – asking open-ended questions – resonates with my communications background. Reporters often ask open-ended questions to get the most information possible; otherwise, we may get a simple yes or no. In negotiations, open-ended questions can allow the other party to define an answer or inform you of something you may not know, thereby placing possible solutions on the table. Communications skills also come into play in integrative negotiations by listening for the unstated – looking at body language. I appreciate the need to be a good listener, to ask for confirmation and to affirm by reframing.

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