COMMERCE 3S03 Study Guide - Final Guide: Negotiation
4 Jan 2016
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Document Summary
A difficult conversation can be defined as a discussion between two or more people where (a) outcomes are important, (b) viewpoints differ, and (c) emotions run high. Robust dialogue is a technique to improve communication in teams. Dialogue requires that participants suspend their attachment to a particular point of view so that a deeper level of listening, synthesis, and meaning can emerge from the group. Debates/ discussion is a straight line conversation provides a speedy decision with minimal con ict. Tea filling story: a full cup will hold no more tea, implying that to be understood, first seek to understand the person. Let that person speaks everything first, emptying his cup. This statement tells the other person the subject that you would like to discuss. This introduction should be concrete and factual rather than theoretical or judgmental: listen to the other person. Let the other person empty his or her cup.
