... Procedure
Pause when formulating
judgment
Understand what was meant by
actions or words
Reflect on information and ask
for additional information
Reinterpret by applying an
alternate explanation
Redirect conversation toward
goals
... Impasse
Take a break to develop strategies
Define cost consequences if agreement is not reached
Reconsider outcomes to be accomplished
Lower your dependence on them and increase their
dependence on you
Break problem into smaller parts
If impasse is on substance, focus on process – how to proceed
from here
If impasse is on process, try the shared text approach
Keep power in your pocket (e.g. attorney, credible reference)
Keep the door open
Ulterior Motive Deception
Lying
Creating impression others will think poorly of them in order to
gain compliance
Threatening someone with power you don’t possess
Switching sides on an issue to create confusion
Suggesting you will provide something of value you don’t
intend to deliver
Offering false flattery
Intimidating other side with false claims
Making intentional misrepresentations
Pretending to be angry, insulted or annoyed to induce
cooperation
When ... Differences
•
Dismissive – interrupting, talking over, ignoring
{men engage more frequently than women}
•
Exclusionary – leaving someone out of the
meeting, discussion or social gathering
•
Undermining – going behind the back of others or
using insults to discredit arguments
•
Retaliatory – used when other party feels
threatened
•
Patronizing – use a condescending tone {happens
more to women}
...
... directories, and much
more. To support the structured Web
hypothesis, this article will survey pre-
liminary Web mining successes and
suggest directions for future work.
Web mining may be organized ... databases, yet
much of the information on the Web
lies buried in documents designed for
human consumption such as home
pages or product catalogs. Further-
more, much of the information on the
Web is ... the store’s responses. In the software shop-
ping domain, Shopbot was given the home pages for
12 online software vendors. Shopbot learned to
extract product information from each of the stores,
including...