Negotiation and Persuasion - Custom eBook: For MCOM 336/MCOM 431 : 9781442556973

Negotiation and Persuasion - Custom eBook: For MCOM 336/MCOM 431

Munshi D
 
Edition
 
1
ISBN
 
9781442556973
ISBN 10
 
1442556978
Published
 
24/05/2013
Published by
 
Pearson New Zealand
Pages
 
Format
 
 
Title type
eBook
$65.00
 
 
 
Description

This Pearson Custom ePublication has been compiled for University of Waikato MCOM 336 and MCOM 431 students.

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About the book: Negotiation and Persuasion Custom Book has been compiled from: Gass, R.H., & Sieter, J.S. (2014). Persuasion: social influence and compliance gaining (5th ed.). New Jersey, USA: Pearson Education Inc. DeMarr, B.J., & de Janasz, S.C. (2013). Negotiation and dispute resolution. New Jersey, USA: Pearson Education Inc. Thompson, L.L. (2012). The mind and heart of the negotiator (5th ed.). New Jersey, USA: Pearson Education Inc. Compiled by: Debashish Munshi - University of Waikato.

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Table of contents

 Unit 1: Persuasion 1

 What constitutes persuasion?

 Attitudes and consistency

 Credibility

 Communicator characteristics and persuadability

 Language and persuasion

 Non-verbal influence

 Structuring and ordering persuasive messages

 Sequential persuasion

 Compliance gaining

 Deception

 Motivational appeals

 The ethics of persuasion

 Unit 2: Negotiation

 The Language of negotiation

 Distributive negotiations

 Integrative negotiations

 Understanding yourself and how that impacts negotiation

 Communication in negotiation

 Team and multi-party negotiations

 Negotiating in the workplace

 Creativity and problem-solving in negotiations

 Multiple parties, coalitions, and teams

  

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

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