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Fig. 7.1 The Negotiation Process

5. From what Latin word does the term “negotiation” come?
6. Why negotiation is the art of getting what you want?

7. Comment the following statement: “Negotiation is a process for
mutually satisfying needs.”
8. What steps do negotiators need to follow to apply the win/win

approach?
9. Why should we focus on interests not positions?
10. Summarize the text.

Text 2

IMPORTANCE OF GOOD COMMUNICATION SKILLS IN
NEGOTIATION
50
By Lillian Wade
Negotiators need to express themselves clearly and concisely in

order to speak with a devotion to the purpose of the negotiation. Good
communication requires both verbal and non-verbal skills to find
solutions that respond to the underlying issue at hand. It is the

cornerstone of any productive negotiation. Cultivating the ability to
understand others and to listen well can also help to build a solid
foundation for congenial and productive working relationships.
Non-Verbal Communication

Non-verbal communication includes gestures, such as facial
expressions, body movements and eye contact. It is significant in normal
interpersonal exchange, and it differs between places and cultures. Clues

are interpreted by others to understand the speaker and to respond. Be
aware of your facial expressions and body posture in terms of their
meaning in different cultures, and know what kind of physical contact is
appropriate with special attention to the physical distance between you

and the person with whom you are speaking.
Oral Communication Skills
Before you begin any negotiation process, organize your thoughts.

Take notes and plan what you are going to say, outlining the main points
you want to cover. During the negotiations continue to take notes and

50
Wade L. Importance of Good Communication Skills in Negotiation / Lillian Wade. –
Available at: http://www.ehow.com/info_8310845_importance-good-communication-
skills-negotiation.html