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2386-Persuasion and Negotiation-2425_S2
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Courses
2024/25-Masters
2Sem
2386-2425_S2
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Exam Grades
Exam Grades
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PN 2425 Exam Grades_5June2025.pdf
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◄ P&N 2025 ALL grades
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Syllabus PN 2024 2025
INSTRUCTIONS FOR LAB PARTICIPATION for Persuasion Negotiation (0.2 bonus points) - 2024-2025 S2
Leary et al (2013) HBR negotiating with emotion
Adler (2007) MIT.SMR negotiating with liars
Robinson (1995) NJ dealing with exploding offers
Cialdini (2001) HBR 6 principles persuasion
Assessments & Grading Guidelines
classes and handbook chapters
P&N 2025 ALL grades
Exam Review - Limit Monday, 9 June at 24:00 (Lisbon time).
PN1 - Pembertons Dillema - instructions
PN1 - Pembertons Dillema - scoreboard
PN1 - Pembertons Dillema (scorecard)
PN1 - Presentation and Introduction to persuasion and negotiation
Class A - Assignment1. Pemberton´s Dilemma
Class B - Assignment1. Pemberton´s Dilemma
PN2 - Strategy
PN2 - Tamarack (role City of Tamarack)
PN2 - Tamarack (role Twin Lakes Mining)
PN2a - Commons Dilemma (instructions)
PN2 - Tamarack Negotiation (scorecard)
PN3 - Conflict Management
PN3 - Exercise SVI inventory (material)
PN3a - Exercise Conflict Style (material)
Class A - Assignment 2. Find a Conflict
Class B - Assignment 2. Find a Conflict
PN4 - Heuristics and biases
PN4 - Exercises room 2
PN4 - Exercises room 1
PN5 - Communication
PN5 - Exercise Communication Competence scale
PN6 - relational aspects
PN6 - Exercise trust and trustworthiness
Druckman Wagner (2016) ARP justice in negotiations review
Class B Assignment 3. Go Read
Class A Assignment 3. Go Read
PN7 - Principles of persuasion
PN7 - Exercise Material (Island Cruise) mayor
PN7 - Exercise Material (Island Cruise) captain
Williams Miller (2002) HBR persuasion for different profiles
Join a Team to the Group Report: Class A (B)- Team A1 (B1)-Team A13 (B12)
PN8 - power
PN8 - Exercise Toyonda (manager)
PN8 - Exercise Toyonda (owner)
PN9 - multiple parties
PN9 - Bacchus Winery (Bacchus)
PN9 - Bacchus Winery (Tokyo)
PN9 - Bacchus Winery (Serbian)
PN9 - Bacchus Winery (outcome report)
PN10 - cross-cultural negotiation
PN10 - Exercise Cultural Intelligence Scale (students material)
PN11 - how to improve decision making
PN12 - QUEST. Negotiation Skills
Class A - Group Report & Teaching Note
Class B - Group Report & Teaching Note
Exam Review - Limit Monday, 9 June at 24:00 (Lisbon time). ►
2386-2425_S2
Welcome!
Week 1 Presentation and Introduction to Persuasion and Negotiation
Week 2 Strategy in Negotiation
Week 3 Effective conflict management
Week 4 Heuristics and most common biases
Week 5 Communication
Week 6 Relational aspects of negotiation
Week 7 Principles of persuasion
Week 8 Power dynamics in negotiation
Week 9 Multiple party negotiation
Week 10 Cross cultural negotiation
Week 11 How to improve decision making?
Week 12 (May 6) Wrap up
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