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UNDERSTANDING YOURSELF AND HOW THAT EFFECT NEGOTIATION (Self-awareness…
UNDERSTANDING YOURSELF AND HOW THAT EFFECT NEGOTIATION
Self-awareness
Dimensions influence negotiation behaviors
Prepare for negotiations : know the dimensions's effects
Leads to better results
Personality Attributes
Identify
Better prepared -> read the other party & our own approach
Individual characteristics -> how to approach problems
Dimensions
Locus of control
The cause of or control over situations & events
External – environmental causes and situational factors
Internals – have control over actions
Approach to negotiations
Internals negotiating with an External
Externals negotiating with an Internal
Self-monitoring
Changing demands of social situations -> adjust behavior
Self-monitor various
Types
High self-monitors
Low self-monitors
Impact in negotiation
High self-monitors
Low self-monitors
Data-gathering
Abstract - ideas, theories, beliefs, and philosophies
Concrete - everyday reality such as facts and figures
Utilitarians - focused on logic and structure
Cooperatives - focus on relationships, harmony and values
Gender and Negotiation
Masculine: more effective in distributive negotiations
Feminine: work better in integrative conversations
Communication Style
Passive Patterns
Be easily persuaded/bullied
Over concerned pleasing others
Avoid conflict
Hide real feelings
Indirect
Tend to apologize frequently and use disclaimers
Aggressive Patterns
Are pushy
Need to be right
Humiliate and dominate
Use absolute terms
Exert control over others
Blame others
Assertive Patterns
Sensitive and desirous to keep the lines of communication open
Consider all parties's thoughts and feelings
Based on fairness, honesty, tact, and respect
Appropriate for most situations