Exams are coming!
Get ready with premium notes and study guides!

Class Notes for MGT 365 at Pace University

  • 30 Results
  • About PACE
PACEMGT 365RichardsonFall

MGT 365 Lecture Notes - Lecture 23: Fundamental Attribution Error, Escalation Of Commitment, Social Comparison Theory

OC5492403 Page
3 Dec 2018
0
Irrational escalation of commitment: negotiators maintain commitment to a course of action even when commitment constitutes irrational behavior: ex: in
View Document
PACEMGT 365RichardsonFall

MGT 365 Lecture 2: When Not to Make Negotiations

OC5492402 Page
11 Sep 2018
0
View Document
PACEMGT 365RichardsonFall

MGT 365 Lecture Notes - Lecture 28: Trait Theory, Human Capital

OC5492402 Page
9 Dec 2018
0
View Document
PACEMGT 365RichardsonFall

MGT 365 Lecture Notes - Lecture 16: Best Alternative To A Negotiated Agreement

OC5492402 Page
16 Sep 2018
0
Role of alternatives to a negotiated agreement: In some negotiations, parties have only 2 fundamental choices: reach a deal w/ other party, reach no se
View Document
PACEMGT 365RichardsonFall

MGT 365 Lecture Notes - Lecture 7: Time Preference, Risk Aversion

OC5492402 Page
13 Sep 2018
0
Value may be created in numerous ways: heart of the process lies in exploiting differences that exist between negotiators, key differences among negoti
View Document
PACEMGT 365RichardsonFall

MGT 365 Lecture 8: Managing Conflict & Its Different Levels

OC5492403 Page
13 Sep 2018
0
View Document
PACEMGT 365RichardsonFall

MGT 365 Lecture Notes - Lecture 22: Reactive Devaluation, Escalation Of Commitment

OC5492402 Page
3 Dec 2018
0
Net outcomes are the same: discrepancy in results is attributed to framing effects, the way options were presented. When positive frame is presented, p
View Document
PACEMGT 365RichardsonFall

MGT 365 Lecture 15: Distributive Bargaining Process Continued

OC5492402 Page
16 Sep 2018
0
Negotiators" starting & resistance points are usually arranged in reverse order: buyer has high price, seller has low price. Bargaining/settlement rang
View Document
PACEMGT 365RichardsonFall

MGT 365 Lecture Notes - Lecture 14: Reservation Price

OC5492402 Page
16 Sep 2018
0
Target point: point at which a negotiator would like to conclude negotiations: preferred price. Resistance point: price beyond which negotiator will no
View Document
PACEMGT 365RichardsonFall

MGT 365 Lecture 3: Tangibles vs. Intangibles

OC5492402 Page
11 Sep 2018
0
Successful negotiation involves management of tangibles & resolution of intangibles: tangibles, price, terms of agreement, intangibles, underlying psyc
View Document
PACEMGT 365RichardsonFall

MGT 365 Lecture 1: Nature & Characteristics of Negotiations

OC5492402 Page
11 Sep 2018
0
View Document
PACEMGT 365RichardsonFall

MGT 365 Lecture Notes - Lecture 11: Assertiveness

OC5492403 Page
14 Sep 2018
0
Dual concerns model: model postulates ppl in conflict have 2 independent types of concern, concern about own outcomes, concern about the other"s outcom
View Document
Showing 1 — 12 of 30 results
View all professors (1+)

Class Notes (1,100,000)
US (460,000)
Pace (1,000)
MGT (300)
MGT 365 (30)