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Printable Handouts
Navigable Slide Index
- Introduction
- Life as a stage
- Talk outline
- What is nonverbal communication?
- Why worry about NVB in negotiation?
- Media richness model
- NVB is a critical component of communication
- Types of information conveyed through NVB
- Why is NVB critical in negotiation?
- Early work on NVB in negotiation
- Signals or tacit communication
- Face-to-Face versus barrier
- Recent research on NVB in negotiation
- NVB and building relationships
- Strategic NVB mimicry in negotiation
- Further evidence of NVB and value creation
- Further evidence of NVB and value claiming
- NVB expression of emotion
- NVB and information gathering
- What do we know now about NVB in negotiation?
- What don't we know about NVB in negotiation?
- Theoretical advances
- Why should we consider culture?
- Culture and NVB in negotiation
- Examples: NVB and culture
- An empirical study: culture and NVB in negotiation
- NVB dimensions of meaning in a negotiation
- Six negotiation approaches
- An example of dominant approach
- Nonverbal behaviors examined
- Examples of results
- Straight back
- Leaning back
- Gaze avoidance
- Summary: etic and emic NVB
- Moving forward
- Conclusions
This material is restricted to subscribers.
Topics Covered
- Negotiation
- Nonverbal communication
- Power
- Building relationships
- Mimicry
- Emotion expression
- Claiming value
- Creating value
- Engagement
- Culture
Talk Citation
Adair, W. (2013, February 17). The critical nature of non-verbal signals in negotiation [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved August 31, 2024, from https://doi.org/10.69645/PXHF1743.Export Citation (RIS)
Publication History
The critical nature of non-verbal signals in negotiation
Published on February 17, 2013
49 min