COMMERCE 3S03 Chapter Notes - Chapter 10: Assertiveness, Best Alternative To A Negotiated Agreement, Interpersonal Circumplex
9 Dec 2017
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Chapter 10: handling difficult conversations, conflict, and negotiation: the success of a company depends on the quality of communication among managers, especially at the middle and upper levels. Many teams and organizations have communication meltdowns because of the strains of growth, merging with another company, rapid international changes, or competitive pressures. Communication in some companies is poor even when things are going smoothly. Competition, fear, individualism, unstable agendas and blaming, insinuations and power plays, or people keeping quiet to achieve the appearance of agreement impede communication. The theory states that individuals are not willing to act contrary to what they believe other members of the group are thinking or doing. I(cid:374)di(cid:448)iduals fea(cid:396) disag(cid:396)ee(cid:373)e(cid:374)t a(cid:374)d do(cid:374)"t (cid:449)a(cid:374)t to (cid:448)oi(cid:272)e thei(cid:396) opi(cid:374)io(cid:374)s. du(cid:396)i(cid:374)g (cid:373)eeti(cid:374)gs people may express the opposite of their true opinions or share inaccurate information just so they fit in and gain perceived approval from the group. The divergent stage of dialogue draws out multiple perspectives, opinions, and insights.
