Proposes that the faster we move the faster the environment moves and adapts

Proposes that the faster we move the faster the

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- Proposes that the faster we move, the faster the environment moves and adapts with us - Implies that tme always erodes any advantage Use of Time Strategies in Negotaton - Negotators can infuence the outcome of all their discussions positvely or negatvely in many ways by - Manipulatng aspects such as the tme of the meetng - Timing tabling of issues - Sequencing of the agenda points in a way that one issue impacts the following issues - Organise meetngs at a tme that will push their opponents into making quick decisions - Arrange multple impact negotatons Downloaded by Shaun Mlangeni ([email protected]) lOMoARcPSD|3347332
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Chapter 4 Testng Personality - Parts of our personalites include - Thinking habits and attudes - Intelligence - Tendencies to dominate - Self-esteem - Temperaments - There are characteristcs of individuals that others have difculty handling and that cause some people to react negatvely to whatever they propose or state - Personality questonnaires could be the basis of constructve discussion about someone’s ability or lack of it in handling certain situatons - Benefcial to delegate individuals who have complimentary talents, expertse and preferences The Negotaton Preference Analysis - Developed to identfy specifc preferences in negotaton - Serve as an aid in identfying your own profle, those of your partners and those of the other party - Some individuals do not seem to agree on anything that is not explained to them in the fnest detail - Others would rather bypass the detail The big 5 Personality Traits - Knowledge of these traits could help us all and negotators to design good negotaton teams, analyse opposing team and develop communicaton strategies Extraversion-Introversion - Extraversion - Indicates outgoing, talkatve, energetc behaviour - In negotaton they tend to be more talkatve and relying on their communicaton skills to persuade and connect with others - Introversion - The tendency to be more reserved and solitary - In negotaton they would be expected to be quiter, listening and trying to absorb and analyse the shared informaton Agreeableness - Characterised by kindness and the tendency to be sympathetc, cooperatve, warm and considerate - People scoring low on agreeableness are generally less concerned with others well-being and have less empathy - In negotaton they are more likely to compete than to cooperate Downloaded by Shaun Mlangeni ([email protected]) lOMoARcPSD|3347332
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Neurotcism - Trait characterised by anxiety, moodiness, worry, envy and jealousy - They respond more poorly to stress and are more likely to interpret ordinary situatons as threatening Conscientousness - Tendency to be thorough, careful or vigilant - As negotators they have the tendency to think carefully before actng - They are generally hard working and reliable Openness - Characterised by an emphasis on transparency and free unrestricted access to knowledge and informaton as well as collaboratve or cooperatve management and decision-making - As negotators they will tend to request total transparency in sharing data which could lead
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