NEGCOM11-1 - Communication Communication A model of the communication process Sender Encoding Message Decoding Receiver& Medium Feedback

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Unformatted text preview: Communication Communication A model of the communication process: Sender Encoding Message Decoding Receiver & Medium Feedback Communication Identify goal Clarify your ideas before speaking Consider context Nonverbals Convey something of value Ensure understanding Actions A word on persuasion Active facilitation Passive facilitation Active inhibition Passive inhibition Key is do more that facilitates, less that inhibits (planning, monitor beh.) Credibility competence motives character attractiveness Emotional Appeal affective language Reasoning arguments should • support your position • be supportable by facts • be relevant to target Persuasion 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 10/18/2011 for the course MAN 6448 taught by Professor Maureenambrose during the Spring '11 term at University of Central Florida.

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NEGCOM11-1 - Communication Communication A model of the communication process Sender Encoding Message Decoding Receiver& Medium Feedback

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