PERFORMANCE review ratings consistently indicate ineffective communication as the main reason for managerial failure. A negotiation is nothing else than the attempt to introduce a new project—a proposal to maximize the limited resource by distributing it in such a way as to harness one’s own interests and those of the other party. Communication is the only means of conveying that offer. Effective communication should work on three levels: verbal (words, content), nonverbal (appearance, gestures, body language, physical distance, bodily reactions), and para-verbal (flow, tone, intonation, pitch of voice, accents, latency period between words, silence). For it to be perceived as authentic, there has to be a balance between ...
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