Page 185 - DMGT519_Conflict Management and Negotiation Skills

Unit 8: Role of Attitude and Persuasion

Self Assessment Notes

Multiple choice questions:
13. Interpersonal Communication contains four key elements: the communicator, the receiver,
perceptual screens, and:
(a) the message (b) cover
(c) contract (d) presentation

14. The terms “third party” and “intermediary” are both used to refer to a person or team of
people who become involved in a conflict to help the:
(a) parties (b) disputing parties
(c) conflict (d) negotiation

8.18 Summary

 First impressions can be slowly swayed over time.
 Paralanguage are the variations that we put into our speech.
 Humans are programmed to reciprocate when we are given something.
 The most powerful third party role is that of an arbitrator.
 A real-life example of this is when bloggers will review a product by first mentioning its
faults.
 Person-role conflict-ethics are involved: challenging personal beliefs or principles.
 Cognitive Richard Lazarus emphasized that stress was caused by the environment that
the person is in rather than the body itself. He found that people differ greatly in that
respect.
 Individual distress manifests in three basic forms known as Psychological disorders, Medical
illnesses, and Behavioral problems.
 It is important that both managers and supervisors are open communicators.
 Mediators not only facilitate discussions, but they usually impose a structure and process
on the discussions that is designed to move the parties toward mutual understanding and
win-win agreements.

8.19 Keywords

Empowerment: Empowerment is a positive aspect within an organization that promotes shared
power. In order to grasp the complete essence of empowerment, there are four separate necessities
that must be met.
Gender Differences: Life expectancy for American women is approximately seven years longer
than men, which suggests that women may be more resilient to stress than men. Research
(House, Landis, and Umberson 1988) has led to the suggestion that women not only respond to
stress in a completely different way than men, they also encounter more stress - and are able to
deal with it better.
Home Demands: Marriage children and other family relationships can add stress and overload
making it a role overload according to the Academy of Management Journal they state that
when this happens this is," an individual's lack of personal resources needed to fulfill commitments
obligations or requirements."

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