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Learn To Lead - Spaatz Leadership > Chapter 16: Strategic Communications & Negotiation > Flashcards

Chapter 16: Strategic Communications & Negotiation Flashcards

1
Q

The orchestration and/or synchronization of actions, images, and words to achieve a desired effect

A

Strategic Communication

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2
Q

Explain Strategic Communications importance to leaders

A

W/o it, the mission can’t be accomplished and the vision can’t be conveyed

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3
Q

Leadership-Driven
Credible
Understanding
Dialogue
Pervasive
Unity of Effort
Results-Based

A

The 9 principles of Strategic Communication

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4
Q

SC Principle: Leaders must drive and decisively engage in the communication process

A

Leadership-Driven

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5
Q

Perception of truthfulness and respect between all parties

A

Credible

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6
Q

SC Principle: Deep comprehension of others

A

Understanding

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7
Q

Multi-faceted exchange of ideas to promote understanding and build relationships

A

Dialogue

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8
Q

Every action, image, and word sends a message

A

Pervasive

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9
Q

SC Principle: Integrated and coordinated, vertically and horizontally

A

Unity of Effort

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10
Q

SC Principle: Tied to the desired end state

A

Results-based

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11
Q

All communication comes with inherent ___

A

Risk

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12
Q

All interactions between two or more points of view

A

Negotiation

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13
Q

It’s possible to negotiate with yourself.

A

TRUE

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14
Q
  1. Autonomy
  2. Appreciation
  3. Affiliation
  4. Status
  5. Having fulfilling roles & responsibilities
A

The 5 Core Concerns in creating disputes and finding resolution

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15
Q

What is the most important element of effective negotiation?

A

Preparation, preparation, preparation

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16
Q

A communication process through which people with conflicting interests determine how they are going to allocate resources or work together in the future

A

Negotiation

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17
Q

In what deal do two people negotiate over a single issue (often cost of item)? Refers to the way in which resources will be distributed

A

Distributive deal

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18
Q

What deal seeks to expand the resources by meeting the parties’ interests?

A

Integrative deal

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19
Q

Distributive deals work well when ___ and ___ are well-defined

A

Positions, interests

20
Q

Integrative deals requires trust and willingness to reveal

A

More rather than less

21
Q

Why are integrative deals more difficult when negotiating across cultures?

A

Because they focus on NEED rather than COMMODITIES

22
Q

Complex set of learned behaviors, beliefs, values, and assumptions - contains objective and obvious aspects, and subjective and hidden aspects

A

Culture

23
Q

Economic, social, political, legal, religious environments that affect negotiations

A

Institutions

24
Q

A communication skill that uses neutrally toned to positively-toned language to reduce tension and increase understanding

A

Reframing

25
Q

The human ability to use our unconscious to find patterns in situations and behavior, based on very narrow sliced of experience

A

Thin-slicing

26
Q

Cultural pattern that tells it like it is, preferring face-to-face, statistics, and appeals to reason

A

Direct Cultural patterns

27
Q

Cultural pattern that prefers indirect persuasion and sharing feelings; relies less on reason, more on third-party intermediaries, and focuses on reparing relationships

A

Indirect Cultural Patterns

28
Q

Cultural Pattern in which displaying emotion is accepted and valued; perceives being reserved or calming people down as insincere; can accept humor as a way to reduce tension

A

Emotionally Expressive Cultural Patterns

29
Q

Cultural Pattern in which strong feelings tend to be suppressed, use subtle displays of emotion to convey feelings, and prize maintenance of calm demeanor when facing danger/emotion

A

Emotionally Restrained Cultural Patterns

30
Q

This conflict style prefers to talk through problems and present facts and figures logically; can be expeditious, but may seem overly cold and calculating

A

Discussion style

31
Q

This conflict style prefers verbal directness and wearing their hearts on their sleeves; comfortable sharing feelings; may make people uncomfortable

A

Engagement style

32
Q

This conflict style is emotionally restrained and relies on context, ambiguity, metaphor, and 3rd party intervention; emotional discomfort is hidden; direct styles may suffer mind-blindess when first interacting

A

Accommodation style

33
Q

This conflict style uses indirect messages but with more emotional intensity; relies on strategic hyperbole, repetition of one’s position, ambiguity, story, metaphors, humor, and 3rd party intermediaries

A

Dynamic Style

34
Q

What are the DEAD Conflict Styles?

A

Discussion, Engagement, Accommodation, Dynamic

35
Q

What are the four affective skills (PRIO) that are key to thoughtful negotiation and conflict resolution?

A

Patience, Respect, Interest, Openness

36
Q

Diplomatic action to prevent disputes from escalating into conflicts and to limit the spread of the latter when they occur

A

Preventive diplomacy

37
Q

Which track of diplomacy involves ongoing, formal negotiations between official representatives of nation states to resolve or prevent conflicts?

A

Track One Diplomacy

38
Q

Which track of diplomacy involved more subtle social assistance by professional NGOs or persons to ease tensions between nation states?

A

Track Two Diplomacy

39
Q

Which track of diplomacy involves creative educational efforts to teach conflict analysis, management, and prevention to students around the globe?

A

Track Three Diplomacy

40
Q
  1. Focus on Interests, not Positions
  2. Separate the People from the Problem
  3. Invent Options for Mutual Gains
  4. Learn how to Talk, so people will Listen
A

The 4 Core Principles of Preventive Diplomacy

41
Q

Bargaining in which the negotiating parties focus on reconciling their interests rather than their positions or differences

A

Principled/Integrative Bargaining

42
Q

A pejorative for a legitimate function - communication - how leaders and countries explain themselves and their policies to the world

A

Spin

43
Q

Government reaching out to a public or polity to explain its cultures, values, policies, beliefs, and to improve its relationship, image, and reputation with that country

A

Public diplomacy

44
Q

What power relies on the use or possible use of military or economic strength to achieve its ends, often used in traditional diplomacy?

A

Hard Power

45
Q

What kind of power relies on cultural, political, educational, and economic forces, often used in public diplomacy?

A

Soft Power

Learn To Lead - Spaatz Leadership (16 decks)

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