Page 193 - Communication in Organizations Basic Skills and Conversation Models

Subject index 182

giving feedback 188

sales interview 100–107
selection interview 41–48
selection procedure 42
selective listening skills 14
selectivity 14, 19
semi-structured interview 48–52
introducing the interview 38
following the interiew scheme 39
closing the interview 39
sender 5
sender skills 5, 21–31
initiative 21
reactive 29
setting goals 9
showing understanding 86
silence(s) 56, 106, 117, 159
single feelings 18
simplicity of style 22
situation clarification 21, 28, 47, 78, 82, 117, 124, 161
skill 6
skills in the job application interview 52
the entry 53
listening 53
nonverbal skills 53
paralinguistic skills 54
arguing 54
positive formulation 55
thinking aloud 56
assertiveness 57
asking questions 57
skills of the mediator 140
smiling 13
speed of speech 158
STAR model 43
steps in an action programme 79
subassertive 24, 29
subassertive style 24
sugaring the pill 97
suggestive questions 94, 138
summarizing 12, 19–20, 47, 78, 84, 90, 117–118, 124, 140–141, 148
of contents 19
of emotions 19

target points 146
task-oriented behaviour 123
tasks before, during and after the meeting 124
tendency to accommodate the wishes of the other party 134
tendency to promote one’s own interests 134
text supporting visual aids 159