MHR 721 Lecture Notes - Lecture 3: Walmart, Salami

• School: Ryerson University
• Department: Human Resources
• Course: MHR 721
• Professor: Neil Rothenberg

Document Summary

Forbearance (cid:862)(cid:449)aiti(cid:374)g i(cid:374) haste(cid:863), requires a great amount of patience, older people and the. Silence common, demonstrates self-control, confidence, discipline and calmness; some of the greatest mistakes are made by talking too much. Surprise sudden shift in course that is swift, drastic and even emotionally dramatic. Fait accompli (cid:862)taki(cid:374)g a (cid:272)ha(cid:374)(cid:272)e(cid:863), offering or declining something in the hopes that the other party will react desirably to your move. Apparent withdrawal mix of forbearance, self-discipline and deception (try to convinced the other party that you have withdrawn) Reversal (cid:862)go for(cid:449)ard (cid:271)y goi(cid:374)g (cid:271)a(cid:272)k(cid:449)ards(cid:863), timing has to be perfect and power dynamic shift. Setting limits negotiating only under certain conditions, locations, time, manner, etc. Feinting (cid:862)look to the right, go to the left(cid:863) concealment, disclosure, and diversion. Association when a party advises you that a group, company or other party whom you respect has previously done business with them.