BASIC MARKET CONCPTS
BASIC MARKET CONCPTS MAR 3023
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This 3 page Class Notes was uploaded by Shanel Mertz on Thursday September 17, 2015. The Class Notes belongs to MAR 3023 at Florida State University taught by Staff in Fall. Since its upload, it has received 12 views. For similar materials see /class/205385/mar-3023-florida-state-university in Marketing at Florida State University.
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Date Created: 09/17/15
MAN444IStudV 2uideanmiich58 Chapter 5 Perception Cognitionand Emotion 0 What arethe differences between perceptioncognitionand emotionin other wordsin what way do they influencea negotiator sunderstanding and perspectivein a negotiation Perception 0 What is perception 0 Know theperceptualprocessp39figure5l 0 What arethetypesofperceptualdistortions 0 Which ones are generalizationsvsanticipating Framing in negotiations 0 What istheconcept offraming 0 Whyis it important 0 What arethe varioustypes offrames in negotiation situations 0 How do frames workin negotiation situations 0 What alternativeperspectiveson framing 0 Interestsrightspower approaches 0 How do frameschangeduring negotiation situations 0 Why do they change 0 Namingblamingand claiming processknow this Cognition 0 What arethe various cognitive biases in negotiation situations 0 How would you managethesemisperceptions anotion ampMood 0 What aretherelationships between emotionspo sitive and negativeaspredictorsofbehavior in negotiations and outcomes behavior Chapter 6 Communication in Negotiations 0 What isthe basic model ofcommunication in negotiations 0 What arethe6distortionsin communications 0 What arethetypical subjectsthat are communicated during negotiations 0 People communicatedifferently within negotiation settingswhy 0 What aresomeofthemoreimportant characteristicsoflanguagenonverbalcommunicationand channels 0 How can weimproveour communicationsin negotiations 0 What arethetwo typesofquestionshopefulto know differences 0 What arethe3typesoflistening skills 0 What are several communication considerations at thecloseofanegotiation Chapter 7 Findin2 and using Negotiation Power What isthedifferencebetween power and influenceHow are they related 0 Whyispower important to negotiators 0 How is power definedTherearetwo perspectivesof power 0 What a1 ethe5typesofpower according to French ampRaven 0 There are also Smajor categories for sourcesof powerwhat arethey 0 Under each ofthesecategoriesthereareusually several subtypesKnow what they are and how they are different than theothers 0 ExampleUnder thecategory ofpersonality and individual differencesthereisa discussion of5different orientationsto power 0 How should you dealwith otherswho havemore power Chapter 8 TheuseofInfluencein Negotiations What is influence 0 Must one havepower to use influenceCan influenceworkwithout power 0 MostofthischapteriseXplainingthetwo major routesto influencethereisa central path and peripheral route 0 What arethethreemajorissuesto consider when constructingamessageinfluenceattempt 0 Messagecontent 0 What arekeysto successinthisstep 0 Structureofmessage 0 What arekeysto successinthisstep 0 Delivery style 0 What arekeysto success in thisstep 0 What arethethree sets ofstrat egies when using the peripheral route 0 And what arethevarioustacticsthat can beused in each ofthesestrategies 0 How arethecentralpath and peripheralroutes differentWhen shouldcould each onebeused 0 What a1 ethe2r01esofreceiversofinfluence tactics