Nonverbal Communication in Negotiation Harvard Case Solution & Analysis

This case distills the practical implications of current research on nonverbal communication. The first section draws different types of non-verbal behavior:. "Private Space" facial expressions, eye movements, physical gestures, paraverbal signals, posture, and in the next section, more deeply into the interactive nature of nonverbal communication - in particular, how the behavior of one person affects as reflects what others are doing. The final section shows how negotiators could make better use of non-verbal communication. Five themes take place during the event: 1) we communicate much more information to others than to convey in words alone, 2) our nonverbal signals sometimes contradict the words we use, and 3) most of this connection is less than fully conscious, 4) reading non-verbal communication is an art, not a science, and 5) non-verbal communication must be understood in the context of a broader set of interactions between all parties. "Hide
by Michael A. Wheeler, Dana Nelson 21 pages. Publication Date: February 11, 2003. Prod. #: 903081-PDF-ENG

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