Page 155 - DMGT519_Conflict Management and Negotiation Skills

Unit 7: Perception and Communication

7.11 Keywords Notes

Defensive Tactics: To act out the defensive communication, defensive tactics are used. Examples
are labeling, put downs, deception, or hostile jokes. Not only are these defensive tactics but they
will receive defensive responses.
Dominant Defensiveness: Dominant defensiveness is an offensive behavior pattern with
aggression and attacking attitudes. For example, people who are higher up on the ladder often
want to get their point across but fail to do it accurately. Instead, they resort to telling people
how to accomplish something with no room for support or advice. The attitude of the individual
is commonly, "I am right and you are wrong."
Interpersonal Communication: Interpersonal Communication contains four key elements: the
communicator, the receiver, perceptual screens, and the message. The communicator is the
person speaking or sending the message. The receiver is the person listening or receiving the
message.
Non-defensive Communication: Non-defensive communication is an assertive, direct, and
powerful form of communication. It can open communication lines and help achieve goals
quickly and appropriately. This kind of communication shows self-control, helps others to
understand you in working situations, and helps to reduce negative responses. Assertiveness is
a key aspect in non-defensive communication because it is an accurate and informative statement.
Additionally, it is self-affirming and gets your point across without seeming demanding.
Non-verbal Communication: Non-verbal communication includes all the elements of
communication that do not involve words or speech. It involves how you move your body,
eyes, mouth, the expressions that you make, and all other ways of communicating without
speaking. Non-verbal communication varies greatly with culture.
Proxemics: Proxemics deals with our territory, and the space around us. We form barriers and
need a certain amount of space between us and other people in order to feel comfortable. We
will be very close with our loved ones- with whom we have an intimate or personal relationship.
Subordinate Defensiveness: Subordinate defensiveness is withdrawing behavior and the attitude
of the individual is commonly "you are right, and I am wrong." These individuals do not
accurately show their thoughts and feelings and can have a low self-esteem. This kind of behavior
can seem passive on the outside; however, the behavior fuels with hostility on the inside.
Passive aggressive behavior for example is a form of defensiveness that begins as subordinate
defensiveness and ends up as dominant defensive.

7.12 Review Questions

1. Discuss the importance of perception.
2. What do you know about Social Perception?
3. Discuss about Attribution in Organizations and Managerial Implications.

4. Explain about communication through new technology.
5. Define Persuasive leaders.
6. Describe the Five Keys to Effective supervisory communication.
7. Explain about Reflective Listening.
8. What are the barriers and gateways to communication?

9. Explain about Empathetic listeners.

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