Page 136 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills Amit Kumar Sharma, Lovely Professional University

Notes Unit 7: Perception and Communication

CONTENTS
Objectives

Introduction
7.1 Social Perception

7.2 Importance of Perception
7.3 Role of Perception in Attitude Formation
7.3.1 Functionalist Theory

7.3.2 Learning Theory (which Stresses Attitude Formation)
7.3.3 Cognitive Dissonance Theory
7.3.4 Bem’s Self-perception Theory

7.4 Personality
7.5 Application of Personality Theory in Organizations: The Meyers Briggs Type
Indicator Instrument
7.5.1 Attribution in Organizations and Managerial Implications: Using
Personality, Perception, and Attribution at Work
7.6 Five Keys to Effective Supervisory Communication
7.7 Barriers and Gateways to Communication

7.8 Defensive and Non-defensive Communication
7.9 Positive, Healthy Communication
7.10 Summary

7.11 Keywords
7.12 Review Questions
7.13 Further Readings

Objectives

After studying this unit, you will be able to:
 Define and explain the importance of perception

 Discuss the importance of power
 State the leadership and public relations in Negotiation
 Discuss Strategies and techniques of negotiation
 Describe the principles of persuasion

130 LOVELY PROFESSIONAL UNIVERSITY