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Persuasion and Negotiation

This class was created by Brainscape user Ann-Sophie Hammer. Visit their profile to learn more about the creator.

By: Ann-Sophie Hammer
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Decks in this class (11)

01 Introduction to Negotiation
Why do negotiations occur,
Concepts of negotiation,
Three main ideas of negotiations
16  cards
02 Strategy in Negotiation
Direct effects on strategy,
Indirect effects on strategy,
Strategy definition
20  cards
03 Effective Conflict Management
Types of conflict,
Dysfunctions of conflict,
Benefits of conflict
13  cards
04 Heuristics and Most Common Biases
Heuristics,
Perception,
Four judgmental heuristics
25  cards
05 Communication
What is communicated during negot...,
Are negotiators consistent or ada...,
Does it matter what is said early...
18  cards
06 Relational Aspects of Negotiation
Context of relationships,
Parties in relationships,
Reputation
10  cards
07 Principles of Persuasion
General principles of persuasion,
Channels of persuasion,
Adopt a persuasive style
5  cards
08 Power Dynamics in Negotiation
Why is power important,
Five major sources of power,
Informational source of power
8  cards
09 Multiple Party Negotiation
Dynamics of multiparty negotiations,
What should effective groups do,
Key stages of multitlateral negot...
9  cards
10 Cross-Cultural Negotiation
Challenge of explaining internati...,
Influences on international negot...,
Culture and negotiation
12  cards
11 Ten Best Steps
Ten best steps
1  cards

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Persuasion and Negotiation

  • Class purpose General learning

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