Competencies: Relationship Management

Question 1

Process in which negotiators aim for mutual gain, emphasizing the need to focus on the problem instead of personal differences and on mutually beneficial outcomes.

Answer 1

Principled negotiation

Question 2

Concept that proposes that any organization operates within a complex environment in which it affects and is affected by a variety of forces or stakeholders who all share in the value of the organization and its activities.

Answer 2

Stakeholder concept

Question 3

Ability to be sensitive to and understand one’s own and others’ emotions and impulses.

Answer 3

Emotional intelligence (EI)

Question 4

Process by which two or more parties work together to reach agreement on a matter.

Answer 4

Negotiation

Question 5

Process of developing mutually beneficial contacts through the exchange of information.

Answer 5

Networking