What illustrates how trust influences your use of information and power, and how information and power influences the way you develop options to resolve a dispute, solve a problem, and find a solution?
TIPO Model
(Trust Information Power and Options)
What trust exists when both parties have faith in a governing institution and believe hat it supports their negotiations?
Process
What type of power is earned through consistent sound actions and behaviors?
Personal
What category does the following supporting powers fall under; referent, information, and expert?
Personal
What supporting power is often used to pressure or force someone to do something and can include pursuing disciplinary actions, taking away privileges, posing restrictions, and recommending non-judicial punishment?
Coercive
First define the problem, situation, or dispute. Then, identify the required and available resources: information, power, time, people, money, et cetera, needed to solve the problem, improve the situation, or settle the dispute.
The narrative BEST describes the process for:
Determining your options
Which negotiation preference should be used when the relationship is more important than the task and responsibility is delegated to the other person or party?
Negotiation Preference and Styles Chart (NPSC)
Comply
Which negotiation preference should be used when the current situation favors any proposed solution, issue at hand is unimportant to one or both parties, and there are other and/or more pressing priorities?
Negotiation Preference and Styles Chart (NPSC)
Evade
Which negotiation preference should be used when there’s little chance of getting everything you want, one variable is at stake, and there’s a need for quick negotiation but optimal outcome is not a priority?
Negotiation Preference and Styles Chart (NPSC)
Settle
Which negotiation preference is high task and people oriented?
Negotiation Preference and Styles Chart (NPSC)
Cooperate
Which negotiation preference is low task and people oriented?
Negotiation Preference and Styles Chart (NPSC)
Evade
What will change a negotiation from a contest of wills to a search of solutions through focusing on understanding and underlying interest?
Negotiation Preference and Styles Chart (NPSC)
Cooperative Negotiations Strategy (CNS)
Negotiations Across Cultures:
High Context – or – Low Context
Rules-based
Low Context
Negotiations Across Cultures:
High Context – or – Low Context
Relationship-based
High Context
Negotiations Across Cultures:
High Context – or – Low Context
Focused on speed to task completion
Low Context
Negotiations Across Cultures:
High Context – or – Low Context
Assume other party recognizes its superior power
Low Context
Negotiations Across Cultures:
High Context – or – Low Context
May hold prestigious positions in a small community
High Context
Negotiations Across Cultures:
High Context – or – Low Context
Require rapport before addressing tangible issues
High Context
Negotiations Across Cultures:
High Context – or – Low Context
Commonly found in North America and Northern Europe
Low Context
Why should SNCOs recognize the differences between high context and low context cultures when negotiating and mediating?
Possessing an appropriate level of cross-cultural competency enables SNCOs to achieve desired effects without necessarily having prior exposure to, or experience with, a particular social group, geographic region, or foreign language.
For high context cultures, what are the precursors to a mutually satisfactory negotiated resolution?
A trusting relationship and upholding cultural and religious beliefs, values, and social standards
Which common value do you think you might use as the influence for developing empathy for your opposite in a negotiation?
Universalism
Both high/low context cultures expect or anticipate their opposite recognize and respect its culture and will abstain or refrain from discriminatory behaviors.
MSgt Smith involves the village elders in the early negotiations process while focusing on the ongoing relationship between the Air Force and the villagers and the goal of mutual trust and fairness.
The narrative BEST describes MSgt Smith’s:
– Understanding low context culture
– Understanding high context culture
– Misunderstanding low context culture
– Misunderstanding high context culture
– Understanding high context culture
What considerations must an effective negotiator consider when interacting with foreign cultures?
Effective negotiators must consider perspectives, beliefs, values, and world-views when interacting with foreign cultures.
Which culture works diligently to find a solution, fails to consider their opposite’s interests and fails to include their opposite in the decision process during negotiations?
Low Context
What value explains that both high and low context cultures expect that their opposite will consider and respect their culture and will abstain from discrimination like ethnic and cultural prejudice, stereotypes, and intolerance?
Universalism
What should be applied in cross cultural negotiations to focus on the task at hand but still take the time to consider the people involved in the negotiations?
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