Communication plays an important role in the negotiation process. It is the where the exchange of ideas happen. This chapter focuses on the communication process in negotiation. It examined what is communicated during the negotiation which are basically the offers, motives,informations and outcomes. It also Discusses how people communicate by the use of language, nonverbal communication, eye contact, body position, etc. and how to improve communication in negotiation by using questions and listening. Finally the chapter also emphasize the special communication consider5ations at the close of negotiations which are avoiding fatal mistakes and achieving closure.
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