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Flashcards in Chapter 6 Deck (32):
1

Communication

The transfer and understanding of a message sent between 2 or more people

2

Sender

Establishes a message, encodes the message, and chooses the channel to send it.

3

Receiver

Decodes the message and provides feedback to the sender.

4

Formal Channels

- Traditionally follow the authority chain within the organization
- Transmit messages related to the professional activities of members

5

Informal Channels

Personal or social messages which are spontaneous and emerge as a response to individual choices

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Encoding

Converting a message to symbolic form

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Decoding

Interpreting a sender's message

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Message

What is communicated

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Channel

The medium through which a message travels

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Noise

Communication barriers that distort the clarity of the message

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Feedback

- Checks how successful we have been in transferring our messages as originally intended

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Communication Apprehension

-Undue tension and anxiety about oral communication, written communication or both.

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Channel Richness

The amount of information that can be transmitted during a communication episode

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What are the characteristics of rich channels?

- Handle multiple cues simultaneously
- Facilitate rapid feedback
- Be very personal

15

What are the barriers to effective communication

Filtering, Selective Perception, Defensiveness, Emotions, Information Overload, Language, Silence, Nonverbal Communication, Proxemics

16

What are the cultural barriers to Communication?

Semantics, Word Connotations, Tone Differences, Differences in Perceptions

17

Conflict

process that begins when one party perceives that another party has negatively affected, or is about to negatively affect, something that the first party cares about.

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Functional Conflict

Constructive forms of conflict that improve group preformance

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Dysfunctional Conflict

Destructive forms of conflict that hinder group performance

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What are the barriers to effective communication?

Filtering, Selective Perception, Defensiveness, Emotions, Information Overload, Language, Silence, Nonverbal Communication, Proxemics

21

What are the communication barriers between men and women?

Men talk to emphasize status while women talk to make connection.

22

What are the 5 conflict management strategies and how do they work?

Forcing - Satisfying one's own interests
Compromising - Giving up something to reach an outcome (done by both parties)
Problem Solving - Clarifying differences to find mutually beneficial outcomes
Avoiding - Withdrawing from or ignoring conflict
Yielding - Placing others interests above your own

23

Define Negotiation

Process in which 2 or more parties try to agree on the exchange rate for goods and services they are trading.

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Define Issues

Items that are specifically placed on the bargaining table for discussion.

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Positions

Individuals stance on an issue

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Interests

The underlying concerns that are effected by the negotiation resolution.

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Distributive Bargaining

Operates under zero-sum(win loss) conditions

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Integrative Bargaining

operates under the assumption that there exists one or more settlements that can lead to a win-win situation.

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Target Point

Defines what an individual would like to receive out of bargaining

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Resistance Point

Lowest outcome that is acceptable. Anything less would cause you to not negotiate with that person.

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Negotiator's aspiration range

the area between the resistance point and target point.

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Bargaining Zone

overlap between the buyer's and sellers aspiration ranges where each side's aspiration can be met.