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35 Cards in this Set

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the process of letting others know what you think, feel, and want
self-disclosure
the disclosure of nonthereatening information such as age, address, major, or organization for which you work
self-description
to be effective, self-disclosure includes these elements:
feelings more than facts

greater breadth and depth over time

a focus on the present rather than the past

reciprocity
helps us understand how well we know ourselves and how much of ourselves we let others know
Johari Window
In the Johari Window, this area consists of information about us that is known to us and to others, such as our name, job title or role, level in the organization, and possibly something about our personal life such as our marital status or the college we graduated from
open area (top left)
in the Johari Window, this area comprises information that we know about ourselves nbut is hidden from others
hidden area (bottom left)
in the Johari Window, this area denotes information that others are aware of but we are not
blind area (top right)
in the Johari Window, this area contains information that is unknown by us and by others
unknown area (bottom right)
a multifaceted concept that captures one's faith or belief in the integrity or reliability of another person or thing
trust
You are more likely to be seen as trustworthy if you demonstrate these characteristics:
integrity
competence
consistency
loyalty
openness
honesty and sincerity
integrity
knowledge and ability
competence
conformity with previous practice
consistency
faithfulness to one's friends and ideals
loyalty
not closed to new ideas
openness
a process in which two or more people or groups share their concerns and interests to reach an agreement of mutual benefit
negotiation
negotiators use this technique when they believe that a win-win situation exists and can be reached
integrative bargaining strategy
Negotiators use this technique when they take an adversarial or competitive posture to dividing a fixed amount of resources. This is based on an attempt to divide up a fixed "pie" or amount of resources, resulting in a win-lose situation
distributive bargaining strategy
Five stages of negotiating:
1. Preparation and Planning
2. Defining ground rules
3. Clarifying and justifying your case
4. Bargaining and problem solving
5. Closure and implementation
What you'd be welling to accept from a negotiation
bottom line
One of the best ways to ensure adequate preparation time in a negotiation is to develop this
script
a point of view or perspective we bring to an interaction such as a negotiation
frame
BATNA
Best Alternative To A Negotiated Agreement
typically a firm stance taken by a negotiator
position
the explanation behind the position of a negotiator, the ultimate need or desire that expresses why a negotiator wants what he or she wants
interest
negotiations should be based on principles, or __________, on which both parties can agree
objective criteria
someone who is objective and has no vested interest in the outcome of the discussions of a negotation
third party
a neutral third party who has no stake in the outcome of the agreement
mediator
a neutral third party who has the legal power to bind both parties to an agreement
arbitrator
a trusted third party whose role is to ensure that a steady flow of accurate information exists between the negotiating parties
conciliator
a neutral third party who teaches and advises the negotiating parties on skills and techniques of negotiation
consultant
negotiations between domestic and foreign firms
global negotiations
The 8 elements of international protocol
1. Name
2. Rank/title
3. Time
4. Dress
5. Behavior
6. Communication
7. Gift giving
8. Food and drink
Questions that start thinking, get information, and prepare the other person for additional questions
manageable questions
Questions that cause difficulty by bringing the discussion to a false conclusion
unmanageable questions