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2.3 Mastering win/lose and win/win negotiations (27. - 28. Sep 24)
Course modified date: 13 Sep 2024
- Enrolled students: 15
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- Your KLU Studies
- Executive Education
- MBA
- Class of 2026
- Module 2 : Competing strategically in Global Businesses
2.3 Mastering win/lose and win/win negotiations (27. - 28. Sep 24)
Course content
- Announcements
- MBA Syllabus Negotiation 2024
- Psychology of Negotiations
- Babcock, L., Peyser, B., Vesterlund, L., & Weingart, L. R. (2022). The no club : putting a stop to women’s dead-end work. Piatkus.
- Thompson, L. L. (2022). The mind and heart of the negotiator (Seventh edition Global edition). Pearson.
- Lax, D. A., & Sebenius, J. K. (2006). 3-D Negotiation : powerful tools to change the game in your most important deals. Harvard Business School Press.
- Cialdini, R. B. (2009). Influence : science and practice (5th ed). Pearson.
- Cialdini, R. B. (2016). Pre-suasion : a revolutionary way to influence and persuade (First Simon & Schuster hardcover edition). Simon & Schuster.