国际商务谈判ChapterCommunication.ppt

Chapter 6 Communication Content Basic Model of Communication An early and influential model developed by Shannon and Weaver conceptualizes communication as an activity that occurs between two people: a sender and a receiver. A sender has a thought or meaning in mind. The sender encodes this meaning into a message that is to be transmitted to a receiver. The receiver gives his feedback. In this process, the receiver decodes the message and reach his own understanding of what the sender said. Example: Distortion 1. Senders and receivers each have goals and objectives, things they want to accomplish. 2.Transmitters and receptors are the means through which information in sent and received. 3. Messages are symbolic forms by which information is communicated. 4. Encoding is the process by which messages are put into symbolic form. 5. Channels are the conduits by which messages are carried from one party to another. 6. Decoding is the process of translating messages from their symbolic form into a form that makes sense. 7. Meanings are the fact, ideas, feelings, reactions, or thoughts that exit within individuals and act as a set of filters for interpreting the decode messages. 8. Feedback is the process by which the receiver reacts to the sender’s messages. What Is Communicated during Negotiation Offers, Counteroffers, and Motives Information about Alternatives Information about Outcomes Social Accounts Communication about Process Is More Information Always Better? The information-is-weakness effects: Receiving too much information during the negotiation may actually be detrimental to negotiators. Use of Language In negotiation, language operates at two levels: the logical level and the pragmatic level. We often react not only to the substance of a threatening statement but also to its unspoken messages. Gibbons, Bradac, and Busch identify five linguistic dimensions of making threats. Whether the intent is to command and compel, sell, or gai