Chapter 6 Flashcards
Communication
The transfer and understanding of a message sent between 2 or more people
Sender
Establishes a message, encodes the message, and chooses the channel to send it.
Receiver
Decodes the message and provides feedback to the sender.
Formal Channels
- Traditionally follow the authority chain within the organization
- Transmit messages related to the professional activities of members
Informal Channels
Personal or social messages which are spontaneous and emerge as a response to individual choices
Encoding
Converting a message to symbolic form
Decoding
Interpreting a sender’s message
Message
What is communicated
Channel
The medium through which a message travels
Noise
Communication barriers that distort the clarity of the message
Feedback
- Checks how successful we have been in transferring our messages as originally intended
Communication Apprehension
-Undue tension and anxiety about oral communication, written communication or both.
Channel Richness
The amount of information that can be transmitted during a communication episode
What are the characteristics of rich channels?
- Handle multiple cues simultaneously
- Facilitate rapid feedback
- Be very personal
What are the barriers to effective communication
Filtering, Selective Perception, Defensiveness, Emotions, Information Overload, Language, Silence, Nonverbal Communication, Proxemics
What are the cultural barriers to Communication?
Semantics, Word Connotations, Tone Differences, Differences in Perceptions
Conflict
process that begins when one party perceives that another party has negatively affected, or is about to negatively affect, something that the first party cares about.
Functional Conflict
Constructive forms of conflict that improve group preformance
Dysfunctional Conflict
Destructive forms of conflict that hinder group performance
What are the barriers to effective communication?
Filtering, Selective Perception, Defensiveness, Emotions, Information Overload, Language, Silence, Nonverbal Communication, Proxemics
What are the communication barriers between men and women?
Men talk to emphasize status while women talk to make connection.
What are the 5 conflict management strategies and how do they work?
Forcing - Satisfying one’s own interests
Compromising - Giving up something to reach an outcome (done by both parties)
Problem Solving - Clarifying differences to find mutually beneficial outcomes
Avoiding - Withdrawing from or ignoring conflict
Yielding - Placing others interests above your own
Define Negotiation
Process in which 2 or more parties try to agree on the exchange rate for goods and services they are trading.
Define Issues
Items that are specifically placed on the bargaining table for discussion.
Positions
Individuals stance on an issue
Interests
The underlying concerns that are effected by the negotiation resolution.
Distributive Bargaining
Operates under zero-sum(win loss) conditions
Integrative Bargaining
operates under the assumption that there exists one or more settlements that can lead to a win-win situation.
Target Point
Defines what an individual would like to receive out of bargaining
Resistance Point
Lowest outcome that is acceptable. Anything less would cause you to not negotiate with that person.
Negotiator’s aspiration range
the area between the resistance point and target point.
Bargaining Zone
overlap between the buyer’s and sellers aspiration ranges where each side’s aspiration can be met.
