Cob 202 Chp. 2 & 9

Front 1

the process of letting others know what you think, feel, and want

Back 1

self-disclosure

Front 2

the disclosure of nonthereatening information such as age, address, major, or organization for which you work

Back 2

self-description

Front 3

to be effective, self-disclosure includes these elements:

Back 3

feelings more than facts

greater breadth and depth over time

a focus on the present rather than the past

reciprocity

Front 4

helps us understand how well we know ourselves and how much of ourselves we let others know

Back 4

Johari Window

Front 5

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

Back 5

open area (top left)

Front 6

in the Johari Window, this area comprises information that we know about ourselves nbut is hidden from others

Back 6

hidden area (bottom left)

Front 7

in the Johari Window, this area denotes information that others are aware of but we are not

Back 7

blind area (top right)

Front 8

in the Johari Window, this area contains information that is unknown by us and by others

Back 8

unknown area (bottom right)

Front 9

a multifaceted concept that captures one's faith or belief in the integrity or reliability of another person or thing

Back 9

trust

Front 10

You are more likely to be seen as trustworthy if you demonstrate these characteristics:

Back 10

integrity
competence
consistency
loyalty
openness

Front 11

honesty and sincerity

Back 11

integrity

Front 12

knowledge and ability

Back 12

competence

Front 13

conformity with previous practice

Back 13

consistency

Front 14

faithfulness to one's friends and ideals

Back 14

loyalty

Front 15

not closed to new ideas

Back 15

openness

Front 16

a process in which two or more people or groups share their concerns and interests to reach an agreement of mutual benefit

Back 16

negotiation

Front 17

negotiators use this technique when they believe that a win-win situation exists and can be reached

Back 17

integrative bargaining strategy

Front 18

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

Back 18

distributive bargaining strategy

Front 19

Five stages of negotiating:

Back 19

1. Preparation and Planning
2. Defining ground rules
3. Clarifying and justifying your case
4. Bargaining and problem solving
5. Closure and implementation

Front 20

What you'd be welling to accept from a negotiation

Back 20

bottom line

Front 21

One of the best ways to ensure adequate preparation time in a negotiation is to develop this

Back 21

script

Front 22

a point of view or perspective we bring to an interaction such as a negotiation

Back 22

frame

Front 23

BATNA

Back 23

Best Alternative To A Negotiated Agreement

Front 24

typically a firm stance taken by a negotiator

Back 24

position

Front 25

the explanation behind the position of a negotiator, the ultimate need or desire that expresses why a negotiator wants what he or she wants

Back 25

interest

Front 26

negotiations should be based on principles, or __________, on which both parties can agree

Back 26

objective criteria

Front 27

someone who is objective and has no vested interest in the outcome of the discussions of a negotation

Back 27

third party

Front 28

a neutral third party who has no stake in the outcome of the agreement

Back 28

mediator

Front 29

a neutral third party who has the legal power to bind both parties to an agreement

Back 29

arbitrator

Front 30

a trusted third party whose role is to ensure that a steady flow of accurate information exists between the negotiating parties

Back 30

conciliator

Front 31

a neutral third party who teaches and advises the negotiating parties on skills and techniques of negotiation

Back 31

consultant

Front 32

negotiations between domestic and foreign firms

Back 32

global negotiations

Front 33

The 8 elements of international protocol

Back 33

1. Name
2. Rank/title
3. Time
4. Dress
5. Behavior
6. Communication
7. Gift giving
8. Food and drink

Front 34

Questions that start thinking, get information, and prepare the other person for additional questions

Back 34

manageable questions

Front 35

Questions that cause difficulty by bringing the discussion to a false conclusion

Back 35

unmanageable questions