Page 5 - DMGT519_Conflict Management and Negotiation Skills
P. 5
CONTENT
Unit 1: Conflict 1
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Unit 2: Nature of Conflict 21
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Unit 3: Personality 38
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Unit 4: Negotiation 63
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Unit 5: Role of Power in Negotiation 107
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Unit 6: Negotiation Style 118
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Unit 7: Perception and Communication 130
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Unit 8; Role of Attitude and Persuasion 152
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Unit 9: Distributive Bargaining 183
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Unit 10: Integrative Bargaining 207
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Unit 11: Gaining Leverage through Power and Persuasion 227
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Unit 12: Ethics in Negotiation 245
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Unit 13: Fairness and Trust in Negotiation 266
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Unit 14: Closing the Deal and Post Negotiation Evaluation 286
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