Communicating and Connecting Flashcards
1
Q
The curse of knowledge
A
- Failing to fully take into account that others do not know what we know
- Instead assuming they have the same knowledge
- Important source of human miscommunication
- E.g. Giving direction, Professor can’t put himself in the position of a student
2
Q
Three Forms of Human Communication
A
- Verbal = Words/Language (7%)
- Paraverbal = Tone and volume of voice (38%)
- Nonverbal = Facial expressions and body posture (55%)
3
Q
Problems with email communication
A
- Overestimation degree to which intended tone of their emails comes across
- Curse of knowledge even stronger over email
4
Q
Choosing a communication channel
A
- Generally avoid negotiating using communication-worsening channels like email
- Results in More failed deals/ Less value creation/ More conflict
5
Q
When should you not negotiate face to face?
A
- If you hate the other party
- If you need paper prove (contract)
- If there is a language barrier and one need to translate
- If they might ask something face to face that you are uncomfortable saying no to in person
- If you need more time to think before responding
- If you have no time to prepare
6
Q
How does someone with more power behave?
A
- They are likely to make the first offer more often
- They tend to be more in touch with their feeling (If they show anger during negotiation they are more effective)
7
Q
How should you negotiate with someone who has more power?
A
- Communicate and Understand
- Ask questions
- Don’t infer their intentions from your fears
- Take their perspective
8
Q
How should you negotiate when the context has more power?
A
- Normally men make more extreme first offers (If women are primed with power this effect disappears)
- In general men achieved better economic outcomes
- But (!) gender differences were reduced when negotiators Had negotiation experience/ Received information about the bargaining range/ Negotiated on behalf of another
- There is backlash against women who defy gender norms
