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Teo Melson
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Decks in this class (17)
Chapter 1: Nature of Negotiations
Difference between bargaining and...,
Characteristics of a negotiation ...,
Characteristics of negotiation si...
26
cards
Chapter 2: Strategy and Tactics of distributive bargaining
Why do negotiators need to be fam...,
Explain context of a distributive...,
The distributive bargaining situa...
17
cards
Chapter 3: Strategy and Tactics of Integrative Negotiation
What makes integrative negotiatio...,
How does the integrative negotiat...,
List the 4 steps in the integrati...
9
cards
Chapter 4: Negotiation Strategy and Planning
What happens when you fail to pla...,
Whats the difference between stra...,
Difference between unilateral and...
6
cards
Chapter 5: Ethics in Negotiation
Why is ethics important in negoti...,
What are the 4 approaches to ethi...,
List down some marginally ethical...
13
cards
Chapter 6: Perception, Cognition, and emotion
What is perception,
Explain the process of perception...,
What are the examples of perceptu...
22
cards
Chapter 7: Communication
What constitutes as communication...,
What are distortions in communica...,
How to improve communication in n...
6
cards
Chapter 8: Finding and using negotiation power
Why is power important to negotia...,
When do negotiators want to seek ...,
What is a definition of power lis...
10
cards
Chapter 9: Influence
What are the two routes to influence,
How to separate central route to ...,
What are some of the issues to co...
11
cards
Chapter 12: Coalitions
What is a coalition,
Characteristics of a coalition,
What is a potential coalition lis...
18
cards
Chapter 13: Multi-Party Negotiations
What are multiparties,
What are some of the differences ...,
How does an effective group in a ...
10
cards
Chapter 14: Individual Different Personalities
Whats the difference between sex ...,
How do women and men approach neg...,
From a relational view of others
13
cards
Chapter 15: Individual personality Part 2
What are the eight approaches to ...,
What are the five major conflict ...,
What are two concerns that underl...
15
cards
Chapter 16: International and cross cultural negotiation
Why are international negotiation...,
What makes international negotiat...,
What are some of these factors of...
18
cards
Chapter 17: Managing Negotiation Impasses
Why do difficult to resolve negot...,
Explain impasse what kind of impa...,
What causes impasses and intracta...
14
cards
Chapter 18: Managing Difficult Negotiations
Why are other parties difficult n...,
What are shadow negotiation and s...,
What are some strategic levers to...
12
cards
Chapter 19: Third Party Manage Difficult Negotiation
What are the use of third party n...,
What are the general benefits of ...,
When is third party involvement a...
10
cards
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Negotiation
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- 166 learners
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