Module Twosouthern New Hampshire University Wcm 510: Negotia

Module TwoSouthern New Hampshire University WCM 510: Negotiation/Advocacy in Work 02:12:28 GMT -05:00Watzlawick’s Iceberg Model“Paul Watzlawick formulated the iceberg model on the basis of the four-ear model in connection with Sigmund Freud’s basic idea of subconscious” (Ediger, 2019, para 14). The characteristic of an iceberg is that a small portion of the iceberg is visual above the surface of the iceberg while the largest part is below the surface making it invisible. Visual information such as numbers, dates, facts, or clear statements are ten to twenty percent of the iceberg above the surface of the water. The remaining eighty to ninety percent which are unconscious and not communicated well are part of the iceberg under the water. “This is where the relationship level, the appeal level or the self-barrier level fall into, so that non-verbal elements such as gestures, facial expressions and so on also unconsciously flow in the communication” (Jost, 2022, para.21). Watzlawick’s model shows that experiences are influenced by dynamics we do not see easily: “the structures that form the framework within which we operate, and the beliefs we hold about how things work” (Jost, 2022, para 21). To communicate one must be aware