1. Tosspon- Global Communication UNO IPD - Meeting 11 Agenda Negotiation Active Listening

2. Negotiation At the beginning of the term, you were assigned to do research on cultural dimensions. No one has turned theirs in, yet the presentations of that research SHOULD be next week. Negotiate a deal with your instructor. ▫The goal of the assignment was to understand how business/relationships are affected by culture. 1.Set clear goals and objectives 2.Be knowledgeable about all points and details to be addressed 3.Anticipate what your counterpart wants. Find out their beliefs, motives, and values. 4.Make decisions about the high and low range of what you are willing to take/give 5.Start negotiation by stating that you aim for a win-win situation. LISTEN to your counterpart. 6.During negotiation: listen to counterpart and take notes. Probe for understanding. Address EACH of their concerns.

3. Active Listening – Peel the Onion 1 student volunteer ▫sits in the middle of the circle to discuss a hobby/interest we know about him/her Our job today is to peel away the layers of his/her interest and find out what is the passion, motivation, or need that is at the center of her interest. why is this interest really so important to him/her Ask popcorn-style questions, trying to peel away the layers and get to the heart of his/her passion Volunteer: what moment of the conversation was most electric? ▫when did you most want to keep talking? What question prompted that? Rest of class? when did you most want to keep talking? What question prompted that? Is each question ▫closed/open ended? ▫one-word answers or explanations? ▫tied to facts or tied to feelings ▫Did the questions build on each other and show active listening or just shot off in different directions.

4. Active Listening what moves a conversation to more interesting, authentic places? - you must ACTIVELY LISTEN to responses so questions can build on each other - ask different categories of open questions, not just closed "knowledge" questions - ask questions that connect with emotions, imagination, and creativity, not just facts Review your Effective Questions ▫Try to think of one question from each category that might relate to the student's interest, from the Onion Activity.  "How do you think your travel experiences relate to the way you approach your work?“  "If you could change one rule in baseball, what would you change?"

5. Questions Ways of Looking at Questions Open/Closed Ended Clarification Comprehension questions Emotional questions Assumptions Evidence Analysis Evaluation Application Action

6. Active Listening – Peel the Onion Groups of 3, each w a different student volunteer ▫discuss a hobby/interest we know about him/her you must ACTIVELY LISTEN to responses so questions can build on each other ▫Ask different categories of open questions, not just closed "knowledge" questions ▫Ask questions that connect with emotions, imagination, and creativity, not just facts 1 person keep notes ▫when did you most want to keep talking? What question prompted that? Note: Is each question ▫closed/open ended? ▫one-word answers or explanations? ▫tied to facts or tied to feelings ▫Did the questions build on each other and show active listening or just shot off in different directions.

7. Practice: Role Play Take the scenario given to your TRIO (3 students) ▫1 person talk/explain ▫1 person clarify/confirm ▫1 person observe and decide if they got to 100% understanding Use your Effective Business Communication Tool Box!

8. Interview Homework Choose a person you want to interview Use the handouts to think of some questions you might ask them. Set up a 15 minute interview, record the audio using your phone, and email me the recording: ttosspon@gmail.com ttosspon@gmail.com Due BY Sunday 4/26 We will choose 1-2 to watch in class 4/27 If you could only work on one project for a year to transform the business, what would it be and why? What is the shortest path to the customer? How could we get there in 6 months? It’s 2025 and we’re the best company to work for in the world: What two things did we do to earn this award? Which parts of your job would you like to kill or eliminate?