Abstract

PARRA DE PARRAGA, Eleonora  and  RINCON QUINTERO, Yanyn. Pro Agreement Communication: Negotiate Before the Conflict . Frónesis [online]. 2009, vol.16, n.2, pp.249-273. ISSN 1315-6268.

The diversity of the human thought brings with it multiple possibilities of assuming communication within a same reality; based on this premise, it can obviously be inferred that all communication processes carry in their interior the possibility of conflict and the need to establish agreements to unify criteria whereby this reality is assumed, based on the implicit assumption that communication is associated with conflict; therefore, the resolution of latent and potential conflicts based in negotiation becomes necessary. The objective of this study is to analyze communication as a tool for reaching agreements through negotiation and it intends to: a) Identify elements of the communication process in the framework of socio-cultural diversity; b) Characterize the conflict; c) Identify the need for agreement in the organizational context; d) Determine phases of the negotiation process; and e) Propose guidelines for pro-agreement communication through effective negotiation. The researchers conclude that communication is the fundamental element for solving conflicts; its opportune and efficient use contributes to dispelling doubts, clarifying ideas, fixing positions, establishing agreements and making decisions.

Keywords : Communication; conflict; negotiation; agreement.