IBUS312 Lecture 16 140911
- 최초 등록일
- 2013.01.20
- 최종 저작일
- 2012.04
- 23페이지/ MS 파워포인트
- 가격 2,000원
소개글
마지막 학년
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Open-ended questions
Start with how, what, who, where or why
Don’t permit a yes or no answer
Can use them to gain information about the preferences of the other party
Can ask process questions or content questions
Aim is to understand their needs
Listen to their answer!!!
Reflective questions
Used in counselling and therapy to show that actively listening.
Uses other party’s own words back to them. “So ? you are saying that …”
Ask questions that result in a ‘yes’
Builds rapport and commitment ? ‘Once you have said yes once, you are more likely to say yes in the future, even if it is to something much bigger.’
<중 략>
Compatible Issues
Did any team NOT discover that they agreed about
Number of Countries
Number of Book Clubs
Number of Print Runs
What should you do differently to discover compatible issues?
Types of Issues
Who discovered the trade off between number of week that Paige had to promote and the number of books? How?
When you have two issues that can be traded these are called INTEGRATIVE ISSUES
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