DOC《课程教案》

s receptiveness and adapt the messages accordingly. 4.1 Exploring or Ignoring the Other'

s Position Selectively Paraphrase Paraphrasing ensures that both parties have understood each other accurately. It can be very helpful in moving a discussion forward. Reinforce Positions You Like in the Other Party'

s Proposals Several classical theories of behavior make the same point: People are more likely to repeat behavior that is rewarded than behavior that is not rewarded.(Homans,1962;

Skinner,1953) 4.2 Resisting the Other'

s Influence Have a BATNA, and Know How to ........