ORGS 4560 Lecture 39: ORGS 4560 Lecture 39
28 Apr 2018
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ORGS 4560
Lecture 39
Appreciation Moves: when talks stall because the other party feels
pushed or misunderstandings cloud the real issues, appreciative moves
can alter the tone or atmosphere so that collaborative exchange is possible
• Communication may deteriorate, or stop as participants focus on their
own demands
• Caution restrains any open exchange, without openness, the two
sides cannot address issues together or uncover the real conflict
appreciation moves break these cycles
o They build trust, and encourage the other side to participate in
dialogue, they foster communication so that differences in
views can surface without personal dispute
• Help others save face: image is a concern for everyone- must go
great lengths to preserve face
o If bargainers steps on another’s self-image their demands are
likely to be rejected
o Sensitivity to the other sides face lays the groundwork for trust
and respect
• Keep the dialogue going:
o Sometimes timing isn’t right for decisions, information may be
insufficient, or not ready
o Bargainer required to keep dialogue going without immediately
pushing for agreement
o Allows for information to come to surface, and awards time to
rethink and adjust ideas
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