Term
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Definition
| the process of interpreting the meaning of those attributes we attend to from the world around us. |
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Term
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Definition
| the process by which your mind and body help you isolate certain stimuli to pay attention to |
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Term
| 4 types of Perceptual schema |
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Definition
Physical constructs (outer apperance)
Role constructs (social position)
Interaction constructs (behavior)
Psychological constructs (thoughts/feelings)
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Term
| What are the 3 aspection of selection? |
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Definition
Unusual, unexpected
Repitition
Intensity |
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Term
Interpretation of stimulus is based on... |
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Definition
1.Your personal experience
2.Your knowledge
3.The closeness of your relationship
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Term
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Definition
| generalizations about a person based upon the group to which they belong |
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Term
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Definition
First Impression of a person or experience
(sets the tone for all future interactions) |
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Term
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Definition
Most recent impression or experience
(more powerful than earlier impressions) |
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Term
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Definition
A person’s predisposition to perceive only what he or she wants or expects to perceive |
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Term
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Definition
An explanation for an observed behavior
(Impacts perception through an explanation of “why” someone acted in a certain way) |
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Term
| What are the 3 dimensions of attribution? |
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Definition
Locus
-where is the cause of the behavior located?
Stability
-is the cause of the behavior stable or unstable?
Controllability
-is the cause of the behavior within the person's control? |
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Term
Fundamental attribution error |
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Definition
The tendency to attribute others’ behaviors to internal rather than external cues |
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Term
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Definition
The tendency to attribute one’s successes to stable internal causes and one’s failures to unstable external causes |
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Term
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Definition
The set of perceptions a person has about who he or she is; also known as identity |
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Term
| The difference between image and face |
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Definition
Face - what we want others to see
Facework - image management
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Term
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Definition
The process of transferring
meanings from sender to receiver |
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Term
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Definition
is the information surrounding
communication and helps convey the message |
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Term
| Examples of high-context societies |
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Definition
Japan and Arab Countries
(messages are coded and implicit) |
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Term
| Examples of low-context societies |
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Definition
United States and Canada
(messages are explicit and precise) |
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Term
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Definition
| Few words and avoids loss of face |
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Term
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Definition
enough words to convey message and no more
(too few=ambiguity, too many=exaggeration) |
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Term
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Definition
language reflects the
hierarchy of the situation, thus maintaining
barriers of high power-distance cultures (status) |
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Term
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Definition
language breaks down
hierarchy of the situation. More common in low
power-distance cultures ( addressed by first
names) |
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Term
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Definition
emotionally sensitive
both in receipt and delivery
More common in
Middle East
Latin America
Asian cultures |
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Term
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Definition
| Raw and focused on information transfer |
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Term
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Definition
transmission of
information from managers to subordinate |
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Term
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Definition
transfer of
meanings from subordinate to superior
Seen in Japan, Hong Kong, and Singapore |
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Term
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Definition
| A person's view of reality |
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Term
| What are the 4 non-verbal communication categories? |
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Definition
Kinesics-study of body movement and facial expressions
Proxemics-study of the way that people use phyxical space to convey messages
Chronemics-the way in which time is used in a culture
Chronatics-the use of color to communicate messages |
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Term
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Definition
| Area of communicating through body movement and facial espression. |
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Term
| Name the 4 United States examples for distance communication |
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Definition
Intimate distance- confidential communication
Personal distance-talking with family and friends
Social distance-most business transactions
Public distance-shouting across a room a speaking to a group
Note: US distance norms farther than
◦ Middle East
◦ South America |
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Term
| Whats the difference in monochronic and polychronic time schedules? |
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Definition
Monochronic-things are done in linear fashion (point A then to point B etc.)
=United States, UK, Aust., etc
Polychronic-doing several things at once, emphasis on personal involvement, less on getting things done.
=Latin America and Middle East |
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Term
| Name 2 types of feedback systems |
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Definition
Personal (face to face, phone, e-mail, etc.)
Impersonal (reports, budgets, and plans) |
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Term
| How do you achieve comunication effectiveness? |
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Definition
improve feedback systems
provide language training
provide cultural training
Increase flexibility and cooperation |
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Term
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Definition
Process of bargaining with one or more
parties to arrive at a solution that is
acceptable to all |
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Term
| What is the difference between the two types of negotiation? |
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Definition
Distributive Negotiation- bargaining
that occurs when two parties with opposing
goals compete over a set value
Integrative Negotiation-bargaining
that involves cooperation between two
groups to integrate interests, create value,
and invest in the agreement |
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Term
| What are the 5 parts of the negotiating process? |
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Definition
Planning
Interpersonal relationship building
Exchanging task-related info
Persuasion
Agreement |
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Term
| 5 General principles to negotiating for mutual agreement |
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Definition
- Separate people from problem
◦ Focus on interests not positions
◦ Generate options
◦ Use objective criteria
◦ Standing ground
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