MGMT2004 Chapter Notes - Chapter 7: Body Language, Role Reversal, Active Listening
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Co(cid:374)(cid:448)eys the (cid:374)egotiato(cid:396)"s (cid:373)oti(cid:448)es a(cid:374)d preferences, which in influence actions of the other party turn. Strong alternatives confer a strategic advantage, but only if the other party is aware of those alternatives. Negotiato(cid:396)s" e(cid:448)aluatio(cid:374)s of thei(cid:396) o(cid:449)(cid:374) outcomes will vary depending on what they know about the how the other party did. The negative effects of relatively poor outcomes can be alleviated when the other party offers social accounts. When conflict intensifies, risking progress, conversation about process may interrupt a conflict spiral and restore a constructive tone or approach. Are negotiators consistent or adaptive: negotiators are more likely to be consistent in their strategies. Does it matter what is said early in the negotiation: co(cid:374)t(cid:396)olli(cid:374)g the (cid:862)floo(cid:396)(cid:863) ea(cid:396)ly i(cid:374) the (cid:374)egotiatio(cid:374) helps, (cid:271)ut it"s also i(cid:373)po(cid:396)ta(cid:374)t to a(cid:448)oid dominating the early conversation with emotional or hyperbolic communication. Joint gains are influenced by what happens early on.
