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2386-Persuasion and Negotiation-2425_S2
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Courses
2024/25-Masters
2Sem
2386-2425_S2
Week 6 Relational aspects of negotiation
Druckman Wagner (2016) ARP justice in negotiations review
Druckman Wagner (2016) ARP justice in negotiations review
Click
Druckman Wagner (2016) ARP justice in negotiations review.pdf
link to view the file.
◄ PN6 - Exercise trust and trustworthiness
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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 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
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
Class B Assignment 3. Go Read ►
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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