6.4 Overcoming Barriers to Negotiations

Just like in a dance, a negotiation may encounter barriers or stumbles that can disrupt the harmony and flow of the negotiation. These barriers can stem from cultural differences, emotional responses, or even simply miscommunication. A dancer who stumbles in their performance needs to adapt and refocus to complete the dance. Similarly, as negotiators, we need to navigate the obstacles that we encounter and use strategies to move forward positively in the negotiation regardless of the setbacks that we may experience.

Cultural Differences

As mentioned before, cultural differences could create communication barriers. Cultural differences can lead to misunderstandings through varying perceptions or cultural nuances. Being aware of cultural differences and respecting cultural differences is important in building trust and rapport with the other party.

Emotional Responses

Emotional responses can also be a source of miscommunication within a negotiation. Emotional responses can elevate conflict and hinder our progress. This is why emotional intelligence is such a critical skill for successful negotiators. Not only do we need to understand and manage our own emotions, but we also need to be aware of the emotional responses of the other party, show empathy and use framing techniques to manage the emotions.

Miscommunication

We cannot overemphasize the importance of clarity and preciseness in our messaging to avoid miscommunication barriers within our negotiation. Miscommunication can lead to misunderstanding and conflict. Therefore, being clear, concise, actively listening and engaging in non-verbal techniques in our communication is of vital importance to managing communication barriers. We also need to remember to be flexible and adaptable and adjust our responses to the situation and to the other party to build trust and encourage collaboration.