NEGCOM11 - Communication Communication A model of the...

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Communication
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Communication A model of the communication process: Sender Encoding Message Decoding Receiver Feedback
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Communication Identify goal Clarify your ideas before speaking Consider context Nonverbals Convey something of value Ensure understanding Actions
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A word on persuasion Active facilitation Passive facilitation Active inhibition Passive inhibition Key is do more that facilitates, less that inhibits (planning, monitor beh.)
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Credibility competence motives character attractiveness Emotional Appeal affective language Reasoning arguments should support your position be supportable by facts be relevant to target Persuasion
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Verbal Tactics Irritators—words that have negligible value (but annoy other) “generous offer” “fair price” “reasonable arrangement” Counterproposals – respond by offering own proposal without acknowledging their proposal Defense/attack spiral—heated, value- laden accusations, defensive statements.
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This note was uploaded on 09/16/2011 for the course MAN 6448 taught by Professor Maureenambrose during the Spring '11 term at University of Central Florida.

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NEGCOM11 - Communication Communication A model of the...

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