IBUS3309 Chapter Notes - Chapter 7: Kinesics, Negotiation, Interpersonal Relationship
Document Summary
"technology of forgetfulness: verbal communication styles, context= information that surrounds a communication and helps convey the message. Instrumental style= more commonly found in individualistic, low-context cultures. Interpretation of communications: switzerland, denmark and the us, the effectiveness of communication in the international context is often determined by how closely the sender and receiver have the same meaning for the same message. It is very difficult to communicate effectively with someone from another culture unless at least one party has some understanding of the other"s culture: otherwise communication likely will breakdown. Integrative negotiation= bargaining that involves cooperation between two groups t integrate interests, create value and invest in the agreement: both groups work towards maximising benefits for both sides, the negotiation process, steps . Planning= starts with the negotiators identifying the objectives they would like to attain: greater number of options greater the chances for successful negotiations.
