Q & A Table of Contents
Perception and Communication in The Negotiation Process
From: Sarawak, Malaysia
Question: How would you define comunications and perception in the negotiation process?
Response: In my mind there is a simple distinction between communication and perception. Communication is a two-way process by which information is passed between emitters and receivers. Perception is a receiver's understanding of the information the emitter has offered.
Problems arise when receivers simply accept their initial belief or understanding of the information that has been emitted, when they don't take the time or trouble to check with the emitter to make sure their initial 'understanding' is correct. Thus, a good negotiator, in the receiver role, listens closely to what another party says, then asks a question like, "Did I understand you correctly to say that a plus b minus c equals d?" If the other party says, "Exactly what I meant!", communication is working. If the other party says, "No, what I meant is a minus b plus c equals f!" then an incorrect perception has been detected and, hopefully, made more accurate.
Too many lessons in communication are focused on presentation skills. Not enough attention is paid to listening and understanding.
Often, what we perceive is what we have assumed. And one must never forget that when we ASSUME, we run the risk of making an ASS of U and ME. Communication gives us the opportunity to test assumptions. It gives us the chance to check whether our perceptions reflect the intent or meaning of what others are trying to impart to us.
Good luck and good negotiating, Steve.
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