POUR UNE COMMUNICATION RESPONSABLE EN NÉGOCIATION : SÉQUENCER PRISES D’ÉCOUTE ET DE PAROLE

Authors

  • Robert MNOOKIN Professeur de la Chaire Samuel Williston à la Harvard Law School, Président du Comité exécutif du Harvard Program on Negotiation. Harvard Law School USA
  • Alain LEMPEREUR Professeur de la Chaire Alan B. Slifka à la Heller School for Social Policy and Management Professeur associé et membre du Comité exécutif du Harvard Program on Negotiation Université de Brandeis USA

Keywords:

Négociation, communication, empathy, active listening, persuasion, active speaking, séquence

Abstract

For responsible communication in negotiation : Sequencing active listening before active speaking. Negotiation supposes continual communication, which becomes either an asset or an obstacle to establish a relationship, solve problems and facilitate the process, as well as to reach an agreement. By avoiding unproductive behaviors (competition, accommodation, or avoidance), which care less about the motivations of the other, of self or of both, negotiators must refine their techniques of active listening and active speaking in order to meet the ongoing challenge of a responsible communication which is based on a balanced sequence of empathy, first, and persuasion, second.

Published

2022-11-20

How to Cite

Robert MNOOKIN, & Alain LEMPEREUR. (2022). POUR UNE COMMUNICATION RESPONSABLE EN NÉGOCIATION : SÉQUENCER PRISES D’ÉCOUTE ET DE PAROLE . COMMUNICATION & MANAGEMENT, (2). Retrieved from https://journaleska.com/index.php/cm/article/view/7307

Issue

No. 2 (2014): CM

Section

Articles