This is a Business Negotiations (IBUS6018) course summary targeting final exam. Very comprehensive and only 33 pages long. Use these notes and I can guarantee a grade over 75%. These notes are structured in a week by week format discussing all the important contents from each week. I have covered from week 1 to week 13 in these notes.
Main topics discussed in these notes are:
Week 1: Negotiation Dynamic
Week 2: Preparing for negotiations
Week 3: Evaluation Techniques
Week 4: influence
Week 5: cognitive biases, heuristics, effects and errors
Week 6: Group Dynamics
Week 7: Logic and Creativity
Week 8: Parachutes, problems and tricks
Week 9: Culture, human nature, emotion and individual difference
Week 10: Enforcement Mechanisms
Week 11: Ethics, lying, the law and why good people do bad things
Week 12: Alternative Dispute Resolution
Week 13: Conflict
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