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PSY333H1 (68)
Lecture 11


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Sayyed Mohsen Fatemi

The Language & Psychology of Negotiation 9/26/12 2:07 PM TIME, COMPLEXITY, CREATING AND CLIAMING VALUES • Negotiation happens whenever you have goals in mind • There are a number of reasons why people avoid negotiation: o Time!-- How much time do you have for negotiation? § 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 o 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 o Balance between creation & Claiming values § Why create values? • You need to understand mutual values • Basis of understanding of relationship • When you focus on differences you go to point of departure • You need to focus on common points- it gives rise to trust • People confuse social interactions and negotiations • Create values and claim values-- there are always values you want to achieve • Creating values, creates trust which is the basis of negotiation • How can we create values??-- create goals § Claiming values • If your good at claiming values but not creating them • No one will want to negotiate with you if they only claim values • We must balance the two! o Tactics for asking the right questions- Know the questions ahead of time § Open-ended questions-- get more information § Leading § Clarifying § Gauging § Seek agreement o Common Nonverbal behaviors § 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 • Serious tone • lack of emotion • averting eyes • lack of eye contact • being too quiet § Skill of Physically Tuning to Client • S: face client squarely • O: open posture • L: lean towards other • E: Maintain good eye contact • R: Be relaxed § Tactics for successful listening • Active listening= focus on what the other person is saying, understanding content and emotion o Avoid rehearsal, tape recorder and evaluative listening • Maintain eye contact • Think about what they’re saying • Take notes and reflect thoughts back • Pay attention to body language • Confirm that you heard and understand by summarizing-- ask reflective and probing questions • Four ears abou
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