The Elements of Negotiation

ELEMENT 87Human Engineering

The Carnegie Institute of Technology conducted a groundbreaking study that revealed a surprising aspect of professional success: only 15 percent is based on professional or technical knowledge, while a staggering 85 percent hinges on an understanding of human behavior, negotiation, and effective communication. This study underscores the significance of interpersonal skills (also called human engineering) in the workplace, highlighting the transformative power of functional, two-way communication.

Core Findings of the Study

The study's findings emphasize the importance of soft skills, particularly communication, in achieving professional success. In a world where technical expertise is highly valued, this revelation shifts the focus to the human element of business interactions. Effective communication is not just about conveying a message, but also involves listening, understanding, and respecting different viewpoints.

The Dynamics of Functional Communication

Functional communication is inherently two-way. It involves listening, asking questions, discussing alternatives, and using the answers constructively. This approach fosters mutual respect and understanding, crucial for productive negotiations and conflict resolution. The absence of this dynamic can lead to deadlocks, where parties become entrenched in their positions, leading to a breakdown in cooperation and understanding.

The Pitfalls of Ineffective Communication

Ineffective communication ...