to beter understanding and trust Emotonal Intelligence and Negotaton Emotonal

To beter understanding and trust emotonal

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to beter understanding and trust Emotonal Intelligence and Negotaton -Emotonal intelligence is an important predictor of negotatng success Encompasses 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 negotatons Some 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 5 Downloaded by Shaun Mlangeni ([email protected]) lOMoARcPSD|3347332
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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 agreements Persuasion 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 process Changing Attudes Opinions, 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
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