Understanding Yourself and How That Impacts Negotiation Flashcards
Aggressive
People whose communication patterns involve being pushy;
always needing to be right; using absolute terms; and exerting control over,humiliating, dominating, and blaming others
Assertive
People whose communication is characterized by fairness,
directness, honesty, tact, and sensitivity, and speak up for their rights taking into account the rights and feelings of others
Cooperatives
People who focus on harmony and values, often giving in to
others’ wishes to keep the peace.
Data-gathering (thinking) preferences
Data-gathering (thinking) preferences: An individual’s natural approach for collecting information.
Decision-making (doing) preferences
An individual’s natural approach for choosing between alternatives.
Externals
People who view fate or luck as the cause of their successes or failures.
internals
People who believe that they have control over their actions and destiny.
Locus of Control
The degree to which individuals believe they have control over situations and events; internal or external.
Passive
People whose communication patterns are primarily indirect, and who avoid conflict, are easily persuaded/bullied, and overly concerned about pleasing others
Self-awareness
Ability to recognize one’s strengths, weaknesses, tendencies, and annoyances.
Self-monitoring
The degree to which individuals adjust their behavior relative to the changing demands of social situations; high or low
Utilitarians
People who are concerned with logic and structure and tend to ignore feelings and neglect relationship building
