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12 Communication and Perception

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Chapter Summary

This chapter examines the communication skills of the negotiator. It is particularly interested in the question of how he perceives himself and is perceived by others. The choice of communication style will then depend solely on the situation at hand, and not on his personal limitations. This ensures a maximum coherence between intention and efficacy, given the multiplicity of the challenges involved. The chapter focuses on two typical negotiator profiles, one consistent and one variable. Observations in a number of situations with different counterparts mutually confirm one another: the pattern is always very similar. In complete contrast is the negotiator who presents a profile that varies depending on the situation he is confronted with. He has a whole range of behaviours available to him and selects the most suitable one in each situation.

Keywords: communication; negotiation; perception



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