Communication does not always happen as expected. Often the information is transmitted in a confused way, with omissions or misrepresentations language. There are barriers that can prevent transmission of the information correctly. Good negotiators know that clear communication is key to achieving good business! The barriers are noises that prevent or hinder good communication between people or groups.
Statistics show that normal listener remember only 50% of what was reported. Be different: play aggressively!
The communication experts relate several factors that interfere or hinder good communication, which are:
- Physical barriers.
Are the interference coming from the environment, such as noisy place, interrupts generated by phone or by others.
- The personal and emotional barriers. Involve preconceived ideas, prejudices, motivation, personal feelings or individual problems.
- Semantic barriers. They are problems of interpretation of the words, gestures and signals, because of the culture and knowledge of those involved.
- Omissions. Occurs when important aspects of communication are not transmitted, making communication is not complete, or its meaning is not clear.
- Distortions. Changes or modifications to the message suffers, causing the communication is not complete or its meaning is not clear.
- Overload. When the amount of information is excessive.
In addition to the factors related to the communication, the other three obstacles are identified as critical in the negotiations:
The Uncontrolled Emotions
To negotiate well, it is essential to control the emotions. One of the main causes of deadlocks or inadequate agreements is the emotional imbalance.
Lack of Mutual Trust
Suspiciously negotiations are slow and cautious, requiring evidence and guarantees.
Remember: without trust, the agreements reached are difficult to be implemented and most vulnerable in the future!
The Incompatible Goals
When the initial goals of each trader are very far apart, the process is often hindered or even starts.
Tips for good communication:
- Worry about the appropriate place to negotiate;
- Avoid personal problems and preconceived ideas influence the way you listen to the other negotiator;
- Make sure that you understand the message you are trying to pass and vice versa;
- Ask for clarification on very brief answers and ask what it was unclear;
- Listen carefully without interrupting the line of reasoning on the other.
The interruption and indicates lack of education prevents a valuable flow of information;
- Pay attention to nonverbal communication. Observe if what is being said is consistent with the message that the body of the other negotiator is sending.
