Ofen used during the end of the negotatons Leading questons Leads to a

Ofen used during the end of the negotatons leading

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- Ofen used during the end of the negotatons Leading questons - Leads to a respondent to give you the answer you are expectng - Means you are given the obvious answer not the true one Negatve and Positve words - The choice of words and sentences we use have an important impact on the outcome of any interacton - One should be extremely thoughtul when choosing the language one uses with certain groups - If you want to keep lines of communicaton open then it is beter to use open-ended words and sentences - Its important to prepare the presentaton of facts in such a way that one central principle is communicated in a simple and understandable way Downloaded by Shaun Mlangeni ([email protected]) lOMoARcPSD|3347332
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Filters in Communicaton - Any communicaton goes through about 7 phases before it is fully understood 1. The communicator and their characteristcs 2. Lies in encoding of what is about to be said 3. Constructon of the message itself 4. Medium used to communicate the message 5. Decoding by the receiving party and the deciphering of the message 6. Characteristcs of the receiver 7. Feedback causing either understanding or misunderstanding Barriers of Communicaton - Stereotypes - Language - Culture - Status diference - Selectvity Downloaded by Shaun Mlangeni ([email protected]) lOMoARcPSD|3347332
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Chapter 3 Mind-set in Negotaton - Efectve negotaton is usually dependent on our mind-sets, thinking habits and personality styles - Framing - Refers to a process of defning a problem in such a way that it refects issues of possible consensus rather than issues of dispute - Means that you’re focusing atenton on one aspect of an issue and leaving other aspects out - We frame our situatons according to one or more of these theories Mind-set of uncertainty - When under pressure to respond, most people seem to react with oppositonal words and actons - People tend to polarize their thinking when making choices while uncertain - Polarized thinking – Involves forcing complex issues into either/or pairings Prospect theory - States that decision makers seem to treat the prospect of gains diferently to the prospect of losses - States that signifcant losses always loom much larger than signifcant gains - People tend to avoid risks when seeking gains but will choose risks to avoid sure losses Framing and prospect theory - Negatvely framed negotators are less concessionary, resolve fewer and have less successful contract than positvely framed negotators - Positvely framed negotators completed signifcantly more transactons than negatvely framed negotators Representatve theory - The degree to which an event is similar in essental characteristcs to its parent populaton - When people rely on representatveness to make judgements they are likely to judge wrong - When using this theory people make judgements about probability based on how well it represents a stereotype they are familiar with - Another issue is also insensitvity to sample size, people assume that characteristcs of a populaton will hold no mater what the sample size is
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