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Teaching interpersonal skills: convincing the student of the need for an extreme opening statement in negotiations
journal contribution
posted on 2007-02-01, 16:26 authored by Bromley H. KnivetonTraining young people in work related interpersonal skills can be difficult. For them
adopting ritualistic tactics such as using an extreme opening statement in a negotiation is a very
different approach to communicating than the cryptic and concise technique they use when, for
example, they send a text message. This study assesses whether it is today an appropriate
interpersonal skill. The study examined the impact of an extreme opening statement on young
people acting as both management and union representatives. It was found both responded more
generously when they received a more extreme opening statement than a more moderate one. This
occurred no matter how reasonable the statement was seen to be. Males and females reacted
similarly to an extreme statement. It was suggested it may today be considered a sound
negotiating strategy. The case study itself can be used in vocational courses, which include
interpersonal skill training components, as a means of demonstrating the effectiveness of the
strategy.
History
School
- Social Sciences
Department
- Communication, Media, Social and Policy Studies
Pages
58952 bytesCitation
KNIVETON, B.H., 2004. Teaching interpersonal skills: convincing the student of the need for an extreme opening statement in negotiations. Journal of Vocational Education and Training, 56(3), pp. 435-448Publisher
© Taylor & FrancisPublication date
2004Notes
This article was published in the journal, Journal of Vocational Education and Training [© Taylor and Francis]. It is also available at: http://www.tandf.co.uk/journals/titles/13636820.asp.ISSN
1363-6820Language
- en