Scribd
Upload
8 views11 pages

Chapter 6

chapter 6

Uploaded by

Menna Allah Amer
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
8 views11 pages

Chapter 6

chapter 6

Uploaded by

Menna Allah Amer
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
You are on page 1/ 11

Understanding your self

and how that impacts


negotiation
Chapter Objectives
✢ Identify and assess personality attributes that influence
your approach to negotiation and behavior during
negotiation
✢ Describe the role of locus control and self monitoring in
negotiation and in disputes
✢ Assess your degree of masculinity and femininity
✢ Compare the advantages and disadvantages of various
communication styles
✢ Evaluate your and other communication style passive ,
aggressive or assertive

2
Factors will impact
your negotiation
1.
Personality attributes.
2. Gender.
3. Communication style.

3
Personality
attributes
✢ Gathering the information about the negotiations it will help you to negotiate

properly for example the individual characteristics such as aggression, or

helpfulness, knowing that the person with whom you will negotiate will act

aggressively will help you to prepare and to be able to choose the suitable

strategy and tactics.

4
The personality
dimensions:
1. locus on Control.
2. Self monitoring.
3. Data gathering/ thinking preferences.
4. Decision making/ doing preferences.

5
1. locus of control:
 External locus: People who tend to blame their failures on bad luck or other
people.
Ex: I would have gotten an A if my brother woke me up early to study.
 Internal locus: They see themselves responsible for the outcomes of their own
actions either negative or positive and their decisions.
✢ Shows more cooperativeness and a greater ability to work with others, internal
locus demonstrates stronger task orientation.
✢ Internal top managers were more to innovate and peruse a new markets.
✢ Internals are willing to do preparations and spending time to plan as they see a
connection between their efforts and the rewards such efforts bring.
6
2. Self Monitoring:

✢ According to self monitoring people they pay attention to

what they say and do in situations.

✢ Self monitoring is related to cooperation, communication

and relationship building.

7
3. Data Gathering and
decision making:

✢ Artisans: they are adventure seekers, they value themselves and they
are unconventional bold.
✢ Rationales: They enjoy jobs that demand a high level of expertise and
high standard of competence.
✢ Idealists: enjoy jobs that allow them to support and encourage
others.

Some people tend to talk about ideas, theories beliefs, philosophies. They
always asks why, what, if , what might be, the idealists prefer to brain storm
all the possible reasons.
8
4-Decision making on doing
preferences:
✢ Utilitarian : are concerned with logic and structure and
tend to ignore feelings and neglect relationships building.

✢ Cooperatives: focus on harmony and value it may tend to


be more concerned about the relationship and doing it
right.

9
2. Gender and
negotiation:
✢ Woman: tend to use communication to connect with

others, they express feelings, emphasize and build

relationship and tend to speak indirect way and vague.

✢ Man: They use communication to assert their status and

request action, he is more direct in his way.


10
Communication style
It’s the way negotiations want to resolve them differences.
✢ Passive: indirect people, avoid conflict passive
communications avoid confirmation at all costs.
✢ Aggressive: humiliating others, dominating, pushy, need
to be right, blame others.
✢ Assertive: fairness, directness, honesty, fact and
sensitivity, speaking up for them right show respect for
their believes and preferences.

11

You might also like