Chapter 7 Flashcards
What is the relationship between communication and negotiation?
negotiation is a context for communication subtleties that influence processes and outcomes
What is communicated during negotiation?
- Offers, counter offers & motives
- information about alternatives
- information about outcomes
- communication about process
- social accounts
- explanations of mitigating circumstances, explanations of exonerating circumstances, reframing explanations
What are the 3 key questions for communication in negotiation?
- are negotiators consistent or adaptive?
- does it matter what is said early in the process?
- is more information always better?
How does nonverbal communication work in high-context and low-context societies?
high-context cultures: messages are implicit and indirect-> voice intonation, timing, facial expressions play important roles in conveying information
low-context cultures: ppl often meet only to accomplish objectives -direct and focused in their communications
What are the degrees of communication quantity?
- elaborate style: most popular in high-context cultures that have a moderate degree of uncertainty avoidance
- exacting style: focuses on precision and use of the right amount of words to convey a message
- succinct style: marked by compact precise expression w/o wasted words
Affective vs. Instrumental
- affective: characterized by language that requires the listener to carefully note what is said and to observe how the message is presented
vs. - instrumental: focuses on the sender who clearly knows s/he wants the other party to know
What are they types of nonverbal communication?
a. Kinesics
b. Proxemics
c. Chronemics
d. Chromatics
what is Kinesics?
kinesics is the study of movement through body movement and facial expression
- areas of concern are eye contact, posture, and gestures
- oculesics: area of communicating through body movement and facial expression
- haptics: communicating through the use of bodily contact
what is Proxemics?
proxemics is the study of the way ppl use physical space to convey messages
- intimate distance: used for very confidential communications
- personal distance: used for talking w/ family & close friends
- social distance: used to handle most business transactions
- public distance: used when calling across room or giving a talk to a group
what is Chronemics?
chronemics is the way time is used in a culture
- monochromatic: things are done in a linear fashion
- polychronic: several things are done at the same time
what is Chromatics?
chromatics is the use of color to communicate messages; knowing the importance and the specifics of chromatics help avoid embarrassing situations
what are the two basic categories of questions in negotiation?
- Manageable questions
2. Unmanageable questions
What are the characteristics of manageable questions?
- cause attention or prepare the other person’s thinking for further questions: “may I ask you a question”
- getting information: “how much will this cost?”
- generating thoughts: “do you have any suggestions for improving this?”
What are the characteristics of unmanageable questions?
- cause difficulty: “where did you get that dumb idea?”
- give information: “didn’t you know we couldn’t afford this?”
- bring the discussion to a false conclusion: “don’t you think we have talked about this enough?”
What are the three major forms of listening?
passive listening, acknowledgement, and active listening
