COM 502

What YOU need to remember to pass assessment 3

In class today, we went through and revised all the key points that is needed to be used and talked about in assessment 3


  1. Receive
  2. Understand
  3. Remember
  4. Evaluate
  5. Respond


  1. Attention
  2. Face expression
  3. Eye contact
  4. Body language
  5. Open minded


  1. Closed Questions – Short replies/one answer/ What? When?
  2. Open Questions – long replies/ multiply answers/why?
  3. Clarifying
  4. Purpose

Assertiveness skills

  1. Facts
  2. Feelings
  3. Focus
  4. Feed Back

Make the outcome a win-win for both people

Being able to say “No” under pressure

  1. Describe
  2. Express
  3. Specify
  4. Consequences

Negotiation Skills

Focus on interest not position

  1. Preparation
  2. Discussion
  3. Proposal and bargaining
  4. closing the deal

1.How do you prepare?

  1. What do you want/need?
  2. What are you willing to give up?
  3. When should you ask?
  4. What is your B.A.T.N.A. (Best Alternative To a Negotiated Agreement)
  5. What are your sources of power?

Sources of power?

  1. Persistence
  2. Competition
  3. Expertise and information
  4. Position or legitimacy
  5. Sanctions
  6. Referent
  7. Relationship
  8. Attitude
  9. Time

2.How to start a Discussion

  1. Open up a Discussion
  2. Find out what what the other party wants/needs
  3. Be positive and assertive
  4. Use a range of questions
  5. Listen for point of leverage
  6. Identify points of conflict or difference

3. How to propose or bargain

  1. Make and receive offers
  2. Adjust offers
  3. Use IF,Then questions
  4. Never interrupt or instantly reject

4.Closing the deal

  1. Agree on what has been settled
  2. Make minor concessions
  3. Split the difference if close
  4. Get it in writing if possible


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