Truth or Consequences: The Value of Effective Communications in Negotiations

Author(s):

Jim Kiser, C.P.M.
Jim Kiser, C.P.M., VP of Operations, ADR North America LLC, 734/930-5070, jim.kiser@adrna.com
Linda P. Michels, C.P.M., COO
Linda P. Michels, C.P.M., COO, ADR North America LLC, 734/930-5070, linda.michels@adrna.com

91st Annual International Conference Proceedings - 2006 - Minneapolis, MN
Abstract

Mastering the art of effective communication in today's business climate is a challenge. In both leverage and strategic negotiations, supply-management professionals must be aware of both the intended and unintended signals being given to the other party. To be an effective communicator, professionals must master both verbal and non-verbal communications to achieve their goals. When negotiating, you and the other party are at odds and effective listening is vital to clearly understand the other side's intent, knowing their strengths and weaknesses while earning their respect during the negotiating process. Effective listening will help you achieve your goals in all these areas.

Truth or Consequences: The Value of Effective Communications in Negotiations — 37 KB (PDF)