to beter understanding and trustEmotonal Intelligence and Negotaton-Emotonal intelligence is an important predictor of negotatng successEncompasses the following 5 characteristcs and abilites- Self-awareness- Knowing your emotons and realizing the ways to deal with them- Mood management- Handling feelings so they’re relevant to the situaton and you react appropriately- Self-Motvaton- Gathering up your feelings and directng yourself towards a goal, despite self-doubt- Empathy- Recognising feelings in others and tuning into their verbal and nonverbal language- Managing relatonships- Handling interpersonal interacton, confict resoluton and negotatonsSome Typical Questons of an EQ-type Test- Control of temper when verbally atacked?- Ease of being mood afected?- Ability to share emotons?- Observaton through someone’s facial expressions whether they disagree or agree?- Dislike of manipulatve tactcs?Chapter 5Downloaded by Shaun Mlangeni ([email protected])lOMoARcPSD|3347332
Subscribe to view the full document.
Infuence as a key element- It is important for negotators to be able to create movement towards decisions in such a way that everyone around the table accepts ownership of those decisions and agreementsPersuasion as an Art- Mastering the art of persuasion is the key to managers efectvely responding to the many taxing questons inherent in our rapidly transforming business environment- Classical mistakes made atemptng to persuade others- They try to make their case by using an up-front and hard sell approach- They resist compromise- They over-emphasize the importance of presentng great arguments - They assume that persuasion is a singular event thereby forgetng that it is a processChanging AttudesOpinions, attudes and behaviour- Opinions are a view or judgement formed about something not necessarily based on fact or knowledge- Attudes are a setled way of thinking or feeling about someone or something, typically one that is refected in persons behaviour Cognitve dissonance and attude change- Dissonance exists between 2 cognitons which are inconsistent with one another- Any person whose behaviour is inconsistent with their values will experience cognitve dissonance- Dissonance creates psychological tension which makes people feel pressurized to remove or reduce it - Predicts that once a decision is made or once acton is taken attude change will most certainly follow to justfy the actons (Buyers remorse)- Post-decisional Dissonance - Afer a decision has been made all the good aspects of the unchosen alternatve and all the bad aspects of the chosen alternatves are dissonant with the decision taken- 2 main ways of reducing dissonance are- Add constant cognitons- Change dissonant attudes so that they are no longer inconsistent- People will have more dissonance if- The decision is psychologically or fnancially important- There are few or no alternatves to the decision on the table- As a frst step towards attude change it is important to encourage opponents to indulge in some acton that is contrary to their normal behaviour, for example
As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.
Temple University Fox School of Business ‘17, Course Hero Intern
I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.
University of Pennsylvania ‘17, Course Hero Intern
The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.
Tulane University ‘16, Course Hero Intern
Ask Expert Tutors
You can ask 0 bonus questions
You can ask 0 questions (0 expire soon)
You can ask 0 questions
(will expire )