宁波大学《管理学原理》Chapter 10.pptVIP

Distributive Bargaining Distributive bargaining – (p.297) – negotiation under zero-sum conditions, in which any gain made by one party involves a loss to the other party Integrative Bargaining Integrative bargaining – (p.298) – negotiation in which there is at least one settlement that involves no loss to either party There is at least one “win-win” solution Effective Negotiating To be a good negotiator (p.299): Research the individual with whom you will be negotiating Begin with a positive overture Address problems, not personalities Pay little attention to initial offers Emphasize win-win solutions Create an open and trusting climate Be open to 3rd party assistance (someone to mediate) Effective Presentations Prepare for the presentation Make your opening comments (welcome and introductions) Make your points End the presentation Answer questions Announcements: We will HAVE extension this week! Reminders: Business plan, part 3 – due week 14 Presentations start week 15 Homework: Page 302: Reading for Comprehension #1, 5 (These are opinion questions – support your answer, explain why!!) Communication and Interpersonal Skills Communication is Important EVERYTHING a manager does involves communicating – not some, ALL! Communication as a Process 7 Parts (p.276): Communication Source Encoding The message The channel Decoding The receiver Feedback Communication (p.276) First, you need a purpose, which will be expressed as a message. The message will be sent between the source (sender) and the receiver. The message will be encoded and sent through a channel. When it is receiver, the receiver will decode the message. Encoding Encoding – (p.277) – the conversion of a message into symbolic form The message is affected by: Skills Attitude Knowledge Social cultural system Message Message – (p.277) – a purpose to be conveyed Affected by: The code or symbols used The content of the message Decisions about code and content Message A message comes in many forms. When we spea