What is communicated during negotiation? Most of the communication during negotiation is not about negotiator preferences. Although the blend of integrative versus distributive content varies as a function of the issues being discussed. It is also clear that the content of communication is only partly responsible for negotiation outcomes.
Offers, Counteroffers, and motives it the most important communications in negotiation are those that convey offers and counteroffer. Information about alternatives is not limited to the exchange of offers and counteroffers, However Another important aspect that has been studied I s how sharing information with the other party influences the negotiation process. Information about outcomes
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