| TABLE 7.1 What Is Communicated during Negotiation? | |
| Category of Communication | Why It Is Important |
| Offers and counteroffers | Conveys the negotiator’s motives and preferences, which in turn influence actions of the other party. |
| Information about alternatives | Strong alternatives confer a strategic advantage, but only if the other party is aware of those alternatives. |
| Information about outcomes | Negotiators’ evaluations of their own outcomes will vary depending on what they know about the how the other party did. |
| Social accounts/explanations | The negative effects of relatively poor outcomes can be alleviated when the other party offers social accounts. |
| Communication about process | When conflict intensifies, risking progress, conversation about process may interrupt a conflict spiral and restore a constructive tone |
22.9.19
Communicated during Negotiatio Table of Categories
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