Exploring The Strategic Use of Metaphors In Negotiation: Insights From Practicing Negotiators

Authors:

Abstract: This study introduces a metaphor as a novel approach to investigating negotiator’s beliefs and cognitive representations in intercultural settings. Focusing on the four communication contexts – message, relationship, space, and time (Adair et al., 2016), we analyze the data from semi-structured interviews with 20 practicing negotiators to explore their experiences and perceptions regarding the use of metaphors in the negotiation process. Our findings reveal that negotiators strategically employ a variety of metaphors related to the negotiation process, parties, relationships, and outcomes. The predominant use of metaphors is identified in the relationship dimension of communication, showing their role in facilitating communication, influencing the emotional environment, and serving as helpful mental models. Practical implications highlight the benefits of strategic metaphor use for negotiators and sales professionals, offering valuable insights for improving negotiation processes and outcomes.

Track: COMM

Keywords: Negotiation, metaphor, communication, mental models, communication contexts