ECONOMICS MANAGEMENT INFORMATION TECHNOLOGY Review Article NEGOTIATION SKILLS AND NON -VERBAL COMMUNICATION

Successful business negotiation depends on many factors and requires knowledge

of the multiple disciplines that a negotiator should master so that their negotiation activities

lead to positive results. In order to master the art of negotiation, it is necessary to know the

basic principles of communication studies -

an interdisciplin

ary science that has its roots in

the arts such as rhetoric, grammar, philosophy, psychology, linguistics etc. Today

communication studies link with psychoanalysis, neurology, computer science and

sociology.

When communicating with other people, consciously or unconsciously, controlled

or spontaneously, along with words we use facial expressions, posture, gestures, spatial

and temporal situation in which we communicate, modulation of voice, style of dress, etc.,

all of which fall within the scope of non-ve

rbal communication. Non-

verbal

communication is often referred to as body language.

2. NON-

VERBAL COMMUNICATION - THE ROLE AND IMPORTANCE OF

Non

-verbal signals show thoughts and emotions, attitudes and traits. They also

support verbal communication or they are a substitute for it. Gestures reveal moods and

states, enabling us to express agreement or disagreement, acceptance or rejection.

Any gesture can be seen as a specific act that indicates an action, starting someone

or something. Most modern research in the field of Communication Studies shows that

non-

verbal communication is crucial in the first contact. As much as 60% of a complete

impression when meeting (first impression) is formed on the basis of non-

verbal

communication. This moment is settled

in the domain of intuitive, unconscious.

Words are often the backbone of human communication, but words can often

deceive, mislead or hurt if the evidence is not properly and clearly formed, or is wrongly

decoded. If the meaning and content are not transmitted and perceived in a desired way, it

means that an error has occurred in the process of communication. Body language, then, is

the solution, i.e., the communication bridge. In many cases, non-

verbal signals are at an

advantage compared to the ver

bal ones, as they are prejudice free.

Every speaker’s aspiration is to harmonize the basic means of expression - voice,

gesture, speech, statement and posture. The gesture is sometimes used to supplement,

explain or illustrate the text. On the other hand,

the movement can be in contradiction with

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ECONOMICS MANAGEMENT INFORMATION TECHNOLOGY

the text –

as a sign that expresses a deliberate, targeted contradiction. The relationship

between a gesture and a text can be seen in mutual conjunction of several ways:

−

When the text is dominant, content and voice constants show all the speaker's

intentions. The gesture is reduced, minimal, expressed through the motions of

seeing and mime;

−

The gesture complements, highlights the text, that is, the purpose is to supplement

and interpret;

−

The gesture only follows the emphasized parts of speech, the focus of the

argument. The attention of a listener is drawn to the most important place in the

speech. The movement acts as a figure of gradation and the voice constant loudness

may be accompanied by energetic gestures

;

−

The movement is emphasized, especially manual gestures. The function of gesture

is explanation, not a personal crutch, but a deliberate gesture.

−

Sudden, unexpected, spontaneous movement acts as a moment of deceived

expectations, as an improvisation in a place of speech in which it is least expected.

The movement can be quick, abrupt. The essential argument is usually emphasizes

by movements such as standing up, walking, moving from one place to another,

etc.;

−

Disciplined action is actually part of prepara

tion and strategy for a show. These are

the movements of the whole body, that is, the body language. 

 

 

FORM :

[1]

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Zagreb

[2]

Fox R. (2001) Business Communication, English University Press, Zagreb

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[4]

Maksimovic M.,Damnjanović Z. (2012), Interpersonal communication in different

conte

xts, EMIT

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[5]

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