ORGS 4560 Lecture Notes - Lecture 3: Passive-Aggressive Behavior
2 Jan 2016
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Typical behaviour scale: have concern for substance or are determined to get what you want, you either have concern for the relationship or let people get away with what. Type of styles used are based on our temperament (nature) or our upbringing (nurture) Use power and tactics + own personality, position, threats, size/market share to get. Pursue only your own needs, at cost of others. Focus narrowly on short term gains what they want. Very aggressive and psychotic style of negotiation. When applicable: need to act or get results quickly, when competition is critical, when certain things are non-negotiable and immediate compliance required. Tend to lose the most against competitive styles. Complete opposite of competition; relationship means everything. Route to winning people over is giving them what they want. Prevents other party from taking advantage of you = hurt themselves in the long-term longer term.
