PSY333H1 Lecture Notes - Lecture 11: World Trade Organization, Best Alternative To A Negotiated Agreement, Active Listening
14 Dec 2012
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The language & psychology of negotiation 9/26/12 2:07 pm. If you only look at outcomes, relationships can be unhealthy because you don"t pay attention to the process. Always ask what stage of time you"re in. For a healthy relationship always be aware of time: complexity. We assume a relationship will be healthy based on materialistic things. If you don"t have honesty, trust in the emotional bank account, you"re not aware of the complexity of the relationship: wto most trade negotiations between us, china, Europe fail because of unawareness of cultural standards. We need to understand the emotional factors of a relationship: balance between creation & claiming values. Indicate trust: direct speech, open gestures, open behavior, smiling overly, pointing, (leaning forward, keeping arms and palms open, eye contact) Dishonesty: fidgeting, excessive smiling, sheepish smile, averting eyes, being too quiet. Serious tone lack of emotion lack of eye contact.
