communication concepts, resolving conflict and successful negotiation
TRANSCRIPT
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Communication concepts, resolving conflict and successful negotiation
by Rob Rogers
![Page 2: Communication Concepts, Resolving Conflict and Successful Negotiation](https://reader030.vdocuments.net/reader030/viewer/2022032505/55c4f0c8bb61ebd0658b460d/html5/thumbnails/2.jpg)
Introduction
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Communication in words and actions
Leader encodes messag
e
Receiver
decodes messag
e
channel
Potential noise
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Communication breakdown
• Individual differences
• Knowledge
• Values
• Attitudes
• Backgrounds
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Feedback
Leader encodes messag
e
Receiver
decodes messag
e
channel
Return message decoded and sent
Potential noise
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Strategic conversations
a.Creating an open communication
climate
b. Asking questions
c. Listening
d.Discernment
e.Dialogue
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Open communication
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Illustration
Our leader
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Asking Questions
• Leadership is not about being the person with all the right answers, but it is about being the person with all the right questions!
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Active Listening
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Discernment
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Conversation
Reveal feelingsExplore assumptionsSuspend convictions
Build common ground
State positionsAdvocate convictions
Convince othersBuild oppositions
Long-term, innovative solutions
Unified groupShared meaning
Transformed mind-sets
Short-term resolutionAgreement by logic
Opposition beaten downMind-sets held onto
Dialogue
Result
Discussion
Result
Lack of understanding, disagreement, different points of view
Source: Adapted from Edgar Schein, “On Dialogue, Culture, and Organizational Learning.” Organizational Dynamics (Autumn 1993), p. 46.
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Conversation
Reveal feelingsExplore assumptionsSuspend convictions
Build common ground
State positionsAdvocate convictions
Convince othersBuild oppositions
Long-term, innovative solutions
Unified groupShared meaning
Transformed mind-sets
Short-term resolutionAgreement by logic
Opposition beaten downMind-sets held onto
Dialogue
Result
Discussion
Result
Lack of understanding, disagreement, different points of view
Source: Adapted from Edgar Schein, “On Dialogue, Culture, and Organizational Learning.” Organizational Dynamics (Autumn 1993), p. 46.
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Dialogue
• actively listening and speaking to one another....discovering common ground and understanding each other
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Conflict
3 Ways to Respond to Conflict:
• fight
• flight
• work it out
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Illustration
“The Call”
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Illustration
“The Call”
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Negotiation
Goals are the focus
•a. what we want
•b. what they want
•c. will the offer satisfy our goals
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Conclusion
• Different communication concepts
• Ideas about resolving conflict and successfully negotiating with others.
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Communication concepts, resolving
conflict and successful negotiation
by Rob Rogers