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The Gap Partnership

Negotiation technique boosted by good communication

Negotiators should convey their message clearly and listen carefully

26 July 2010

Good communication is a crucial negotiation skill, it has been claimed.

Alain Burrese, a lawyer at US firm Bennett Law Office, claimed weak communication can result in the collapse of lucrative deals.

According to Mr Burrese, negotiators should consider how they want the other side to act or react as a result of the communication.

"Do not think of yourself and what you want to tell the listener. Think of the result you want your communication to achieve and how best to successfully obtain the desired result," he said.

Listening is also an integral part of the process as it allows negotiators to prepare for forthcoming deals, Mr Burrese added.

Donald Trump underlined its importance in his book How to Get Rich, in which he claimed negotiators can ascertain the other side's intentions by simply listening and observing body language.

Clear communication can ensure negotiations run smoothly as each side will be absolutely clear on the issues which are under discussion.

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