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1、,Chapter Nine,Personal Styles vs Negotiation Modes,Ones personality profile consists of all five modes,Competing,Collaborating,Compromising,Avoiding,Accommodating,Personal Styles vs Degree of Assertiveness and Cooperativeness(AC Negotiation Model),Competing,Collaborating,Compromising,Avoiding,Accomm
2、odating,Assertiveness,Cooperativeness,High,Low,Mid,Low,Mid,High,Personal Styles vs Negotiation Modes,A sketch of five styles,Competing:high pressure;use ultimatum,sanction;offer little help,Collaborating:show concern;trust;offer help;create new options,Compromising:seek middle ground;look for trades
3、,offer moderate help,Avoiding:resist passively;offer no help;find excuses;often change topics,Accommodating:cater to others desires avoid hurting feelings,be very helpful,Application of Personality Checks,Whats the right type of lover for you?,We are really interested in your personality!,Case StudyShopping in Manhattan,Diagnose her personality,
