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MGMT2004 (4)

Class Notes for MGMT2004 at Australian National University

Negotiation

MGMT2004 Lecture Notes - Lecture 10: W. M. Keck Observatory, Active Listening
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Week 10 Negotiating with an agent A. The decision to use an agent Agents in negotiations o Agents negotiate on behalf of other parties o When a principal hires an agent to act on hisher behalf in negotiations, she might ex...

Management
MGMT2004
Chirag Kasbekar
MGMT2004 Lecture Notes - Lecture 7: Sensemaking, Bounded Rationality, Satisficing
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Perception, Cognition and Emotion in Negotiation I. Limits to rationality Rationality in Negotiations Rationality refers to making a decision that maximizes the negotiators interest. Bounded rat...

Management
MGMT2004
Chirag Kasbekar
MGMT2004 Lecture Notes - Lecture 8: Best Alternative To A Negotiated Agreement
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Concessions, Reciprocity and Trust I. Concessions and reciprocity Concessions Concessions are necessary in negotiations Concessions often go unappreciated and unreciprocated To make best use ...

Management
MGMT2004
Chirag Kasbekar
MGMT2004 Lecture Notes - Lecture 9: Interactional Justice, Distributive Justice, Procedural Justice
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Managing Relationships A. Adequacy of established approaches to negotiation Current negotiation theory is based on transactional research. o Negotiating within relationships takes place over time o Negotiation of often not...

Management
MGMT2004
Chirag Kasbekar
Administrative Law - Reference Guides

Administrative law directly influences the life of every American citizen. All local, state and federal agencies operate pursuant to general Administrative law principles. An understanding of all administrative law functio...

Business Admin - Mgt
MGMT 10
All Professors
Organizational Behavior - Reference Guides

The systematic study of individual and group behavior within organizational structures is outlined in this coordinated Guide. Theories of leadership and individual behavior are related to the foundations of group behavior ...

Psychology
PSYC 302
All Professors
Introduction to Business Law - Reference Guides

Business law, sometimes referred to as corporate-commercial law, is a system of governance and regulations in connection with the creation, existence and dissolution of businesses. Today, Canadian businesses are governed b...

BLAW - Business Law
BLAW 464
All Professors
Management - Reference Guides

The complex aspects of Management are made clearer in this Guide. This powerful Guide provides comprehensive assistance to anyone who desires a deeper appreciation of basic Management principles. The fundamentals of organi...

BA - Business Administration
BA 2283
All Professors
Corporations - Reference Guides

Corporations are explained with clarity and precision in this informative Guide! This guide helps to remove some of the confusion that popularly exists concerning the purpose, the extent, and the legal effect of different ...

BA - Business Administration
BA 2283
All Professors

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