BU121 Lecture Notes - Mass Customization, Operations Management, Finished Good
Document Summary
Key is to be observant enough to recognize it: behavioural style and company culture. Culture of a company affects someones style. 4 basic interaction styles similar to disc: pace of information exchange. How engaged are they, how quickly are they talking or how passive are they: focus on tasks or relationships. Expressive: someone that wants to be engaged with you, want to collaborate with you and are often dreamers, concern is boredom. Analyticals: moving slowly, focused on task, know their analytical when they would like to see more information and analyze the data, going behind it cautiously, don t want to make a mistake (concern) None of the four strategies are universally applicable or appropriate. Do it in way that demonstrates investment in relationship. In significantly weaker bargaining position no leverage. How you accommodate is as important as when. This time around we would be willing to consider and don t make excuses.
