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The art of negotiation: Six must-have strategies LBS
Uploader: London Business School
Duration: 56 Menit 54.00 detik
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Deskripsi:
Title: | The art of negotiation: Six must-have strategies LBS |
Contributing Artist: | London Business School |
Album: | The art of negotiation: Six must-have strategies LBS - Single |
Date: | 08 February 2019 |
Duration: | 56 Menit 54.00 detik |
Type of file: | Audio MP3 (.mp3) |
Audio Summary: | mp3, 44100 Hz, stereo, s16p, 128 kb/s |
“Strengthen your management capabilities to lead your business into the future”- Ioannis Ioannou
How do your actions and relationships frame your ability to impact, influence and persuade? Gillian Ku, Professor of Organisational Behaviour, shares six interpersonal principles of how we interact with people that affect one’s ability to influence and persuade others.
This lecture will cover:
00:00 Introduction to the 6 interpersonal principles
02:18 Reciprocity
15:05 Commitment and consistency
22:56 Escalation of commitment
24:44 Preventing bias
26:10 Can we ignore sunk costs?
29:05 What is social proof?
32:45 How do you prevent influence tactics?
38:49 What is Authority?
47:35 Agents vs buyers
53:56 Summary
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