Nobody wants to be a bad communicator. Most people are insulted if someone tells them they are difficult to understand. At the beginning of my seminars, I discuss the basic skills needed in every negotiation. Then I ask students to rate themselves on these skills. I have never had anyone in any seminar describe himself or herself as a poor communicator — even those who say that communication is the area that they need to work on the most. When the other party is not being clear, your job is to steer that person toward concise communication. Don’t just toss them this book (although it may make a nice gift). Coax from your counterpart a clear statement of intentions, wants, and needs. Your technique for acquiring this information depends on the type of person you are dealing with.
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