Artykuły dot. negocjacji

Step 3 – information exchange

listopad 28, 2015 - Artykuły dot. negocjacji

Negotiator / Knowledge base / Information exchange

Step 3 – information exchange

We hear more and more about the rising importance of soft skills. The negotiator’s advantage is the ability to use them more cleverly and swiftly. This article will give you an insight into how this works. Information exchange is a two way communication process. In the beginning, each side has information about their own situation and assumptions about the situation of their partner. By the exchange we seek both sides to have an optimal quantity of information, which can be used to reach an agreement. Subsequently, it is wise to provide the other side with solely information which can influence the outcome whilst keeping to yourself the information which is irrelevant. It might be so that we wish to restrain from sharing some information that we consider as ‘delicate’. The problem with keeping relevant information to yourself is that if our partner ends up as a looser of the agreement and finds out about it, then the chances are your cooperation will end rather quickly. Your reputation in the environment might suffer as well. We find ourselves in the knowledge era, where messages circle the globe faster than ever. Therefore, transparency is a becoming a strong way to build credibility and trust. Having said that we can move onto the good tools for information exchange. Here are three key elements of information exchange: Question – questions have power because our need of cognitive closure ensures they are answered. Asking the right question at the right time directs the talks, gives us access to desirable information and displays our interest in what the other side is saying. Moreover, they build an image of us as confident, interesting and clever people – enhancing credibility. Question can inquire after facts, emotions and feelings. Listen – active and disciplined listening helps to analyze and challenge information with the aim to improve their quality and quantity. This leads to an optimal material which forms a base for decision making. By assimilating sounds in full concentration you will notice the axis of information as well as emotion. This will make it possible for you to respond to messages which are not in the basic axis – for example an ineffable anxiety which is blocking the talks. The art of listening is lately recalled as the most crucial business competence. There is solely truth in that. Listening is a fuel for snatching and developing reflections and ideas for success. Understand – listening and understanding are two different things. The skill to remember and repeat what someone else said does not guarantee the ability to understand those contents. Due to how languages are constructed, there is ambiguity. Due to the fact that each human being is different, there are interpretations. Both of these reasons act against the understating of a message with the senders’ intention. To counteract this, many ways of checking if peoples’ understands is aligned have been introduced. The most common and most effective one is the paraphrase. Our brain receives it as acknowledgement and calmness, which lowers the emotions of the sender. The tools mentioned above make the foundation of information exchange. Let them lead to good agreements!   NEGOTIATION PROCESS: How to begin negotiations? Preparing for negotiations. Information exchange in negotiations. Relationship building in negotiations. Influence and persuasion. How to made concessions in negotiations. Agreements.