Exam2 - Lists - Common Cognitive Mistakes in Negotiations:...

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Common Cognitive Mistakes in Negotiations: 1. Assuming win-lose paradigm 2. Failing to consider counterpart’s perspective 3. Overly affected by presentation of information 4. Escalation of commitment 5. Overconfidence in attaining outcomes 6. Reliance on readily available information 7. Anchor upon irrelevant information Average negotiators used irritators 4 to 5 times as much on average Average negotiators used more than 3 times as much defending/attacking behavior as skilled negotiators People speak at 100 to 175 words per minute, but listen intelligently at 600 to 800 words per minute. Active Listening Activities: 1. Prepare to listen 2. Non-verbal attending 3. Verbally interact with and encourage speaker 4. Reflect 5. Summarize Reflections: 1. Paraphrase 2. Empathize 3. Avoid jumping to conclusions 4. Restate key points Sources of Power: 1. Coercive power 2. Legitimate power 3. Expert power 4. Referent power 5. Reward power Principles in the Science of Persuasion 1. Consistency 2. Authority
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3. Reciprocity
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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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Exam2 - Lists - Common Cognitive Mistakes in Negotiations:...

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