The Art Of Strategic Communication

OGHENERUEMU AKPORE

Communication takes place at two levels: the content level and the relationship level. The content level is what is said – the facts and figures. The relationship level is how it’s said – the feelings and the atmosphere. 80-90 % of communication takes place at the relationship level. The communication between Wike, the FCT Minister of the Federal Republic of Nigeria, and the young military officer reveals critical insights about the content and relationship levels of communication.

At the content level, both parties communicated firmly their stances — Wike acted with authoritative insistence based on his position, while the young military officer responded sharply, asserting his commissioned status and duty. This exchange of facts and positions was clear but confrontational. More importantly, at the relationship level, which accounts for 80- 90% of communication, the atmosphere was tense and charged with underlying emotions. The young officer, having prior knowledge of Wike’s capabilities and style, anticipated Wike’s approach and systematically countered it. This gave the officer a psychological edge, effectively “beating Wike to the game.” Wike’s natural audacity, usually a strength, faced a calculated challenge from the officer who controlled the emotional tone through calm yet firm resistance.

The breakdown occurred because the relationship level – the feelings, respect, and mutual understanding – was not managed constructively. The young officer understood the power dynamics and planned accordingly, while Wike, possibly underestimating the relational nuances, engaged primarily from a position of power without sufficiently negotiating the emotional atmosphere. This case illustrates a vital negotiation principle: understanding and managing the relationship level before and during content exchanges is crucial. Knowing the other party deeply, including their traits and likely responses, enables better preparation and emotional control, leading to more successful engagement outcomes

The young officer’s awareness and strategic management of the relational dynamics gave him the upper hand in this encounter.

So if you want to be a successful negotiator, get to know the other side well. It equips you to communicate constructively, meaningfully and intelligibly.

*Dr Ogheneruemu Akpore, Senior Lecturer, Department of Arts, (English and Literature Unit), Irkutsk National Research Technical University, Russia, writes via [email protected]