COMMERCE 3S03 Chapter Notes - Chapter 10: Best Alternative To A Negotiated Agreement

• School: McMaster University
• Department: Commerce
• Course: COMMERCE 3S03
• Professor: Carolyn Capretta

Document Summary

Chapter (cid:1005)(cid:1004): handling dif cult conversations, con ict, and negotiation. Disclosure, sometimes called advocating, during a dialogue means that everyone must be willing to say what is really on their minds about the subject. Inquiry during a robust dialogue means to ask (cid:395)uestio(cid:374)s to deepe(cid:374) o(cid:374)e"s u(cid:374)de(cid:396)sta(cid:374)di(cid:374)g a(cid:271)out (cid:449)hat so(cid:373)ethi(cid:374)g (cid:373)ea(cid:374)s. Dialogue: requires that participants suspend their attachment to a particular point of view so that a deepe(cid:396) le(cid:448)el of liste(cid:374)i(cid:374)g, s(cid:455)(cid:374)thesis, a(cid:374)d (cid:373)ea(cid:374)i(cid:374)g (cid:272)a(cid:374) e(cid:373)e(cid:396)ge f(cid:396)o(cid:373) the g(cid:396)oup. A dialogue"s fo(cid:272)us is to reveal feelings and build common ground, with the emphasis on inquiry rather than argument. Difficult conversation: a discussion between two or more people where (a) outcomes are important, (b) viewpoints differ, and (c) emotions run high. E. g. confronting an associate who behaves offensively or makes suggestive or inappropriate comments. The most important step of a difficult conversation is for each person to truly hear the other. Use the ilets model: i=introduce the topic.