MHR 721 Midterm: MHR721 Midterm Notes.docx

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

Document Summary

Importance of active listening i: ask open ended questions (why, why not, what if we did it , how would that work , etc. , divulge information strategically, begin with the end, use the norm of reciprocity to build trust and exchange information, present multiple equivalent offers, sequence issues carefully and negotiate packages (easy issues first, foster an appealing and productive negotiation process, process matters (not face to face against each other, but side by side against the problem, move from positional to interest based conversations, move from blaming and past actions to problem solving and the future, high level assertions to fact based statements (look at the facts, price haggling to joint problem solving, adopt a persuasive style, understand their story, open to persuasion, empathetic and assertive, frame proposals to their story, uses reciprocity to build trust, matches appeals to other side"s circumstances, recognizes how people process information viii.