Chapter 16: Strategic Communications & Negotiation Flashcards
The orchestration and/or synchronization of actions, images, and words to achieve a desired effect
Strategic Communication
Explain Strategic Communications importance to leaders
W/o it, the mission can’t be accomplished and the vision can’t be conveyed
Leadership-Driven
Credible
Understanding
Dialogue
Pervasive
Unity of Effort
Results-Based
The 9 principles of Strategic Communication
SC Principle: Leaders must drive and decisively engage in the communication process
Leadership-Driven
Perception of truthfulness and respect between all parties
Credible
SC Principle: Deep comprehension of others
Understanding
Multi-faceted exchange of ideas to promote understanding and build relationships
Dialogue
Every action, image, and word sends a message
Pervasive
SC Principle: Integrated and coordinated, vertically and horizontally
Unity of Effort
SC Principle: Tied to the desired end state
Results-based
All communication comes with inherent ___
Risk
All interactions between two or more points of view
Negotiation
It’s possible to negotiate with yourself.
TRUE
- Autonomy
- Appreciation
- Affiliation
- Status
- Having fulfilling roles & responsibilities
The 5 Core Concerns in creating disputes and finding resolution
What is the most important element of effective negotiation?
Preparation, preparation, preparation
A communication process through which people with conflicting interests determine how they are going to allocate resources or work together in the future
Negotiation
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
Distributive deal
What deal seeks to expand the resources by meeting the parties’ interests?
Integrative deal
Distributive deals work well when ___ and ___ are well-defined
Positions, interests
Integrative deals requires trust and willingness to reveal
More rather than less
Why are integrative deals more difficult when negotiating across cultures?
Because they focus on NEED rather than COMMODITIES
Complex set of learned behaviors, beliefs, values, and assumptions - contains objective and obvious aspects, and subjective and hidden aspects
Culture
Economic, social, political, legal, religious environments that affect negotiations
Institutions
A communication skill that uses neutrally toned to positively-toned language to reduce tension and increase understanding
Reframing
The human ability to use our unconscious to find patterns in situations and behavior, based on very narrow sliced of experience
Thin-slicing
Cultural pattern that tells it like it is, preferring face-to-face, statistics, and appeals to reason
Direct Cultural patterns
Cultural pattern that prefers indirect persuasion and sharing feelings; relies less on reason, more on third-party intermediaries, and focuses on reparing relationships
Indirect Cultural Patterns
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
Emotionally Expressive Cultural Patterns
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
Emotionally Restrained Cultural Patterns
This conflict style prefers to talk through problems and present facts and figures logically; can be expeditious, but may seem overly cold and calculating
Discussion style
This conflict style prefers verbal directness and wearing their hearts on their sleeves; comfortable sharing feelings; may make people uncomfortable
Engagement style
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
Accommodation style
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
Dynamic Style
What are the DEAD Conflict Styles?
Discussion, Engagement, Accommodation, Dynamic
What are the four affective skills (PRIO) that are key to thoughtful negotiation and conflict resolution?
Patience, Respect, Interest, Openness
Diplomatic action to prevent disputes from escalating into conflicts and to limit the spread of the latter when they occur
Preventive diplomacy
Which track of diplomacy involves ongoing, formal negotiations between official representatives of nation states to resolve or prevent conflicts?
Track One Diplomacy
Which track of diplomacy involved more subtle social assistance by professional NGOs or persons to ease tensions between nation states?
Track Two Diplomacy
Which track of diplomacy involves creative educational efforts to teach conflict analysis, management, and prevention to students around the globe?
Track Three Diplomacy
- Focus on Interests, not Positions
- Separate the People from the Problem
- Invent Options for Mutual Gains
- Learn how to Talk, so people will Listen
The 4 Core Principles of Preventive Diplomacy
Bargaining in which the negotiating parties focus on reconciling their interests rather than their positions or differences
Principled/Integrative Bargaining
A pejorative for a legitimate function - communication - how leaders and countries explain themselves and their policies to the world
Spin
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
Public diplomacy
What power relies on the use or possible use of military or economic strength to achieve its ends, often used in traditional diplomacy?
Hard Power
What kind of power relies on cultural, political, educational, and economic forces, often used in public diplomacy?
Soft Power
