Communication in Negotiation

Question 1

Active/empathetic listening

Answer 1

When the listener not only hears and reacts to the words being spoken but also paraphrases, clarifies, and gives feedback to the speaker about the messages being received

Question 2

Attentive listening

Answer 2

When the listener is genuinely interested in the speaker’s
point of view and makes assumptions about the messages and fills in gaps with assumptions based on what the listener wants to hear rather than on what the speaker is actually saying

Question 3

Communication channel

Answer 3

The method or medium used to convey a message.

Question 4

Decode

Answer 4

To interpret a message according to your perceptions, experiences, and abilities.

Question 5

Encode

Answer 5

To put thoughts into a message according to your own perceptions, experiences, and abilities

Question 6

Information overload

Answer 6

When the volume of information a person receives exceeds his capacity to process it.

Question 7

Listening

Answer 7

A critical component of the negotiation process that goes beyond merely hearing what another person is saying to constructing meaning from all the verbal and nonverbal signals the speaker is sending.

Question 8

Noise

Answer 8

Noise: Any distortion factor that blocks, disrupts, or distorts the message sent to the receiver, interfering with the communication process.

Question 9

Nonverbal communication

Answer 9

Any means of conveying information to another that does not involve the use of words.

Question 10

Passive listening

Answer 10

When the listener acts as a sponge, taking in the information with no or little attempt to process or enhance the message(s) being sent by the speaker.

Question 11

Virtual negotiation

Answer 11

Virtual negotiation: Any negotiation that occurs via phone, fax, email, synchronous chat, or teleconferencing