Exam1 - Lists - 16. Take a break 17. Try bridge-issue...

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Role Tactics 1. Apparent Withdrawal 2. Association/Disassociation 3. Blanket 4. Bogey 5. Br’er Rabbit 6. Chicken 7. Crossroads 8. Exploding Offer 9. Feinting 10. Forbearance 11. Higher Authority 12. Lowball/Highball 13. Mutt and Jeff 14. Nibble 15. Prisoner’s dilemma 16. Probing/Testing 17. Quick Close 18. Reluctant Buyer/Seller 19. Reversal 20. Salami 21. Setting Limits 22. Silence 23. Snow Job 24. Surprise 25. The Intimidator 26. Vise Technique Overcoming an Impasse (DRAG DEBT CMTC ADDS CT) 1. Ask a hypothetical question 2. Ask for or offer empathy 3. Bring up future needs 4. Call it quits 5. Change locations 6. Change the subject 7. Decide what will be lost 8. Diagram differences 9. Discuss good association 10. Discuss remaining alternatives 11. Express how you feel 12. Give something to get something 13. Make an important disclosure 14. Recap what has occurred 15. Secure an agreement-in-principle
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Unformatted text preview: 16. Take a break 17. Try bridge-issue agreements 18. Try using a quick close Closing Negotiations (CASUAL SIP) 1. Concession 2. Alternative 3. Splitting the Difference 4. Ultimatum 5. Assumption 6. Linkage 7. Summarizing 8. Incremental 9. Prompting Collaboration Obstacles 1. Incapable of productive working relationship 2. Inhibited by biases 3. Motivated to only achieve their own goals 4. Pressed for quick outcome 5. Unable to do required work 6. Unable to see potential for collaboration 7. Win-lose attitude Dysfunctions of Conflict (CD MEMBER) 1. Competitive processes 2. Decreased communication 3. Misperception and bias 4. Emotionality 5. Magnified differences; Minimized similarities 6. Blurred issues 7. Escalation of conflict 8. Rigid commitments...
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This note was uploaded on 09/08/2011 for the course MAN 4441 taught by Professor Putchinski,l during the Spring '08 term at University of Central Florida.

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Exam1 - Lists - 16. Take a break 17. Try bridge-issue...

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