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The Influence of Numbers in Negotiation & Communication

In both internal and external communication, numbers in negotiation play a vital role for companies. Budgets, marketing reports, and performance indicators are just a few examples of how numbers are used to convey information, support decision-making, and persuade stakeholders. Similar to words, numbers have the ability to speak, argue, and transform statistical data into compelling narratives.

The Impact of Percentage vs. Whole Numbers

Whole numbers in negotiation vs percentage:

Choosing between presenting numbers in percentage form or as whole numbers depends on the context and desired effect. When the change being communicated is a small number, using percentages can be more impactful. For instance, if a company’s production of machines increased from 2 to 4, highlighting a 100% increase creates a more impressive perception compared to a mere increase of 2 units. However, when the numbers involved are large, such as a company’s sales going from 1,000,000 units to 1,500,000 units, communicating the whole number showcases the magnitude of the achievement. In this case, emphasizing a 50% increase along with the additional half a million units creates a more significant impact on the recipient’s psyche.

The Role of Graphs in Data Representation

Graphs with numbers in negotiation:

Graphs and tables are indispensable tools for representing data, but their usage requires careful consideration. Tables, situated between text and visual representation, demand effort from the viewer to interpret the information, making them less immediate than graphs. To optimize their effectiveness, tables should prioritize data visibility by minimizing the use of borders and shading, allowing the numbers to take center stage.

Graphs, on the other hand, interact directly with our visual system, making them the fastest way to convey information. Programs like Excel enable individuals to transform numbers into visually engaging images. The two primary graph types commonly used are line graphs and bar graphs. These familiar formats are effective because most people are already familiar with them and understand how to interpret them.

It is advisable to exercise caution when using pie charts, as they can hinder clear data representation, especially when dealing with similar values. Pie charts may make it difficult for viewers to grasp the weight or significance of each data segment.

Conclusion:

By harnessing the power of numbers in negotiation and employing effective data visualization techniques, companies can enhance their communication, strengthen their arguments, and influence stakeholders during negotiations.