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Value Negotiation: How to Finally Get the Win-win Right by Horacio Falcão

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08. Communication

Learning Objectives:

• Why communication is so important for negotiations

• What communication’s main enemies are

• What three-way communication is and how it is different from two-way communication

• What makes for good communication

• How to listen, and ask questions to learn and lead

• How to talk and increase our power of persuasion

Communication is the conduit for everything that takes place in a negotiation. Used to send and receive messages, it is also referred to as the element of process: the way in which things are communicated during a negotiation.

Under the goal of developing an efficient two-way communication, negotiators aim to develop both their listening and advocating skills. To achieve this goal, negotiators ...

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