Negotiation and Persuasion (Custom Edition), 1st edition

Published by Pearson Learning Solutions (May 24, 2013) © 2013

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ISBN-13: 9781442556973
Negotiation and Persuasion (Custom Edition)
Published 2013

Title overview

This custom edition has been compiled for University of Waikato MCOM 336 and MCOM 431 students.

About the book: Negotiation and Persuasion has been compiled from:

  • Gass, R. H., & Sieter, J. S. (2014). Persuasion: social influence and compliance gaining (5th ed.).
  • DeMarr, B. J., & de Janasz, S. C. (2013). Negotiation and dispute resolution.
  • L. L. Thompson, The mind and heart of the negotiator (5th ed.)

Table of contents

  • Unit 1: Persuasion
  • What constitutes persuasion?
  • Attitudes and consistency
  • Credibility
  • Communicator characteristics and persuasion
  • Language and persuasion
  • Non-verbal influence
  • Structuring and ordering persuasive messages
  • Sequential persuasion
  • Compliance gaining
  • Deception
  • Motivational appeals
  • The ethics of persuasion
  • Unit 2: Negotiation
  • The Language of negotiation
  • Distributive negotiations
  • Integrative negotiations
  • Understanding yourself and how that impacts negotiation
  • Communication in negotiation
  • Team and multi-party negotiations
  • Negotiating in the workplace
  • Creativity and problem-solving in negotiations
  • Multiple parties, coalitions, and teams

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