Page 188 - Communication in Organizations Basic Skills and Conversation Models

Subject index 177

delivering bad news immediately 93
giving detailed arguments 94, 99
hang yourself method 94, 99
putting it off 94, 99
telling the news unclearly 94, 99
business conflicts 139
buying arguments 104

central phase 102, 106
chairpersons of a meeting 124–126
characteristics of conflict situations 133
dependence 133
different interests 133
point of difference 133
power 133
time pressure 133
choice of wording 22
closing the conversation 10
cognitive social learning principles 2
coming to an agreement 86, 88, 90, 146
complex feelings 18
conciseness 22, 46
concreteness 12, 19, 47, 67–68, 78, 84, 86, 90, 117–118, 123, 141
concrete examples 157
conflict 132
conflict evoking behaviour 137
conflict management 132–143
behaviour 134
conversations 139
styles 135–137
with help of a mediator 139–140
conformity 135–136
conscious choice of conflict management strategy 135–137
content aspect 140
conversation about the conversation 28
conversation models 2–3
cooperation 134–135, 137
cooperation model 73–77, 82
counterarguments 104
criteria 80–81, 115, 120

dealing with reactions to bad news 94
arousing the sympathy of the deliverer 95
of aggression 95
of disbelief 95
perseverance 95
shock 95
dealing with reactions to a presentation 161
debating tricks 138
decision making 111–120
decision making process 112