Page 192 - Communication in Organizations Basic Skills and Conversation Models

Subject index 181

paraphrasing (of content) 12, 17, 19, 39, 47, 67, 82, 84, 86, 90, 95, 97, 103, 106, 117, 123, 140, 148
participants of a meeting 122, 125
people-oriented behaviour 123
performance evaluation interview 60–71
personal problems interview 72–83
personnel management 61
phases in the decision making process 112
phase 0: point out the undesirable (present) situation 113
phase 1: describe the current situation 113
phase 2: describe the desired situation 113
phase 3: formulate problems and obstructions 114
phase 4: thinking of strategies 114
phase 5: testing strategies on the basis of criteria 115
phase 6: the taking of a decision 115
phase 7: division of tasks 115
phase 8: evaluation of the consequences of the decision 116
pitfalls in decision-making 116–117
playing it down 97
points of resistance 146
positive feedback 68–69, 71
positive formulation 55
PowerPoint presentation 157, 160
presenting excessive arguments in support of one’s own vision 138
priorities 80
problem clarification 15, 73, 77, 79, 84
psychologizing 65

rational area 96
rational information processing 96
reacting to criticism 21, 30–31, 67, 88, 106, 128, 162
of your opinion 30
about your behaviour 31
reacting to anger 68
reacting with contra-aggression 97
receiver 5
receiving support 68
referral 73, 82
reflection of feeling 17–19, 39, 47, 67, 78, 82, 84, 86, 90, 95, 97, 106, 117–118, 123
refusing 29
regulating skills 5–6, 9–11, 47, 78, 89, 106, 109, 140–141
relationship of trust 74
relationship with the other negotiator(s) 148
relation conflicts 139
relational aspect 140
respect 77, 105
rhythm of sentences 158
roles 122
role play 3, 86
preparation 186
preliminary talk 187
acting and observing 187