商务谈判英语:Roles Commonly Played by Members of a Group
教程:外贸英语  浏览:245  
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    Task-Oriented Roles

    Initiating/offering – offering new ideas

    Information seeking – asking others for their views

    Opinion seeking – asking others for their opinions, judgments

    Elaborating – clarifying, expanding on the topic

    Evaluating – offering judgments about the topic

    Coordinating – pulling together ideas proposed by others

    Energizing – creating excitement about the topic being discussed

    Relationship-Oriented Roles

    Encouraging – supporting others’ comments, contributions

    Harmonizing – smoothing over conflict, reinforcing “we-ness” of the group

    Compromising – shifting one’s own position in order to find a middle ground of opinion between people

    Gatekeeping – encouraging participation from those who do not speak often, discouraging participation from those who speak frequently

    Standard setting – asking for or offering standards for judging the team’s effectiveness

    Self-Oriented Roles

    Blocking – act negatively, active and frequent disagreement with others

    Recognition seeker – draw the group’s attention to themselves, seek approval from others

    Dominator – speak frequently dominate the conversation, manipulate the group toward their preferred outcome

    Avoider – remain quiet and disengaged, withhold contributions on either task or relationship issues

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