03 January 2006

Getting to YES

Without communication there is no negotiation. Negotiation is a process of communicating back and forth for the purpose of reaching a joint decision.

- This is true.

There are three big problems in communication.

First, negotiators may not be talking to each other, or at least not in such a way as to be understood.

This consitutes the second problem in communication. Note how often people don't seem to pay enough attention to what you say. But if you are not hearing what the other side is saying, there is no communication.

The third communication problem is misunderstanding. What one says, the other may misinterpret.

- Problems in communication imply miscommunication. Ego and selfish are the root causes of miscommunication.

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