they enter into agreements with any other party to ensure that the other party

They enter into agreements with any other party to

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they enter into agreements with any other party to ensure that the other party will follow through Liking and infuence - People tend to be infuenced more by those that they like - If your attude is one of genuinely liking your audience you seem to be more infuental - Liking also seems to stem from giving genuine compliments to an audience - Receiving a compliment may produce feelings of indebtness towards the faterer, the target of the compliment may feel the need to reciprocate with some form of prosocial behaviour in return - Compliments provide a reinforcing experience that leads people to be motvated to maintain or contnue to develop their relatonship with the requestor Infuence of groups - Presenter can indicate that everyone else takes a certain acton then the audience seems to take more interest - People seem to be infuenced if everyone else is doing it and has had success with it The Bales sequence - If a negotator provides a certain sequence of questons and answers it would appear to present a logical sequence that will cause the other side to be swayed towards the logic provided Repettve summaries - Suggested that negotators, managers and chairpersons use frequent summaries of proceedings to their advantage - The audience is involved in the following ways - The negotators would queston everyone on the informaton available to them and then summarise that informaton - This will be followed by them asking questons about their opinions and summarising those opinions - They then ask the audience what suggestons they may have in handling the situaton an those suggestons will be summarised Downloaded by Shaun Mlangeni ([email protected]) lOMoARcPSD|3347332
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Chapter 6 Deploying Power - Every interacton in every social relatonship involves an exercise of some type of power - Power is the ability to get things done the way you want them done - A person or group cannot have power in isolaton, power has to be deployed in relaton to some other person or group - Parity of power - The percepton by one party that the other side possesses the ability to counter any form of power with a similar or diferent form of power that would surrender the further escalaton of power useless - Refers to the balance in power deployment - Key factor in the efectveness of a successful negotator Sources of Power in Negotaton - Power in negotaton is the infuence negotators can assemble to give themselves an advantage or increase the probability of achieving their objectves - 5 sources of a leaders power Positon power - Ability to infuence due to positon, A person at a higher level has power over those below - If subordinate view the use of power as legitmate, they comply - Positon power is the foundaton of most of our social structures - Several ways to acquire positon power - May be acquired by birth - May be acquired by electon - Can be awarded in the manner of a positon - Can be acquired to obtain a legitmate ttle - Can be acquired through the ability to control rewards
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