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18 November exam O
Terms in this set (13)
Often referred to as the "contracting Zone", what is the range or area in which an agreement is satisfactory to both parties involved in the negotiation process?
Zone of possible Agreement
Negotiators establish a "bottom line" that is the worst acceptable outcome within a negotiation to protect themselves against a poor agreement. This "bottom line" is know as:
Best alternative to a negotiated agreement
What are the main variables in the negotiation styles?
2)Soft- taking the party's needs into consideration
3) Hard- not taking others into consideration
What are the qualities of a good negotiator?
True or False:upon the conclusion of a negotiation, team members have the responsibilities to catalog information relevant to subsequent advisor teams and rapport all information relevant to the mission.
What is the difference between monochromic and polychromic societies?
1) Mono: things are done 1 at a time
2) Multiple things are done simultaneously
What is the definition of nonverbal communication
communication without the use of spoken language
What is kinesics?
body language/movement, gestures, and facial expressions
7 universal facial expressions of nonverbal communication (describe them on your own)
What is ethnocentricity and how can you overcome it?
considering ones own culture to be the right one.
-Awareness of other cultures, understand & accept differences, Assimilate (to a degree)
Describe influence tactics
Describe influence techniques
-Lesser of evils
Define the 4 different biases
-Fundamental attribute error
- In group/out group
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