Professional paper

COMMUNICATION IN THE PROCESS OF NEGOTIATION

Ksenija Čulo ; Faculty of Civil Engineering, Josip Juraj Strossmayer University, Osijek, Croatia
Vladimir Skendrović ; World Bank, Zagreb, Croatia

Abstract

Reduced to its essence, negotiation is a form of interpersonal communication. Good communication is the most important prerequisite for successful negotiations. Communication is a twoway street that requires everyone involved to exchange messages. The goal is to make the own position or proposal understood by the other
party, and this relies on communication ability. Therefore, negotiators need to express themselves clearly and concisely in order to speak with a devotion to the purpose of the negotiation. They should have both verbal and non-verbal skills in
order to communicate effectively. There are certain techniques that can improve communication skills in a negotiation. In addition, successful negotiation requires accepting the other person
despite differences in values, beliefs, education, ethnicity, or perspective. Communication processes are critical to achieving negotiation goals and to resolving conflicts. However, communication processes vary according to the formality of the negotiation situation. As the rules and procedures of negotiation, become increasingly detailed and specific, the impact of communication
becomes less significant.

Keywords

negotiation; communication; results

Hrčak ID:

94311

URI

https://hrcak.srce.hr/94311

Publication date:

26.12.2012.

Article data in other languages: croatian

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