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Textbook Notes for Patrick Leddin

VANDERBILTMGRL-3105Patrick LeddinFall

MGRL-3105 Chapter Notes - Chapter 5: Attachment Theory, Conscientiousness, Neuroticism

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4 Feb 2020
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Implicit theories--beliefs held by people about personality: many negotiators seem to lack self-awareness (no correlation between what negotiators say
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VANDERBILTMGRL-3105Patrick LeddinFall

MGRL-3105 Chapter Notes - Chapter 1: Satisficing, Knowledge Economy

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4 Feb 2020
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VANDERBILTMGRL-3105Patrick LeddinFall

MGRL-3105 Chapter Notes - Chapter 9: Mental Model, Models 1, Egocentrism

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4 Feb 2020
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VANDERBILTMGRL-3105Patrick LeddinFall

MGRL-3105 Chapter Notes - Chapter 8: Best Alternative To A Negotiated Agreement, Social Capital, Individualism

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4 Feb 2020
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French and raven"s model (6 forms): coercive, reward, legitimate, expert, information, referent: galinsky (4 sources): power of alternatives, informati
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VANDERBILTMGRL-3105Patrick LeddinFall

MGRL-3105 Chapter Notes - Chapter 10: Information Processing, Reservation Price, Best Alternative To A Negotiated Agreement

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4 Feb 2020
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VANDERBILTMGRL-3105Patrick LeddinFall

MGRL-3105 Chapter Notes - Chapter 6: Emotional Contagion, Reservation Price, Loopback

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4 Feb 2020
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VANDERBILTMGRL-3105Patrick LeddinFall

MGRL-3105 Chapter Notes - Chapter 3: Zopa, Best Alternative To A Negotiated Agreement, Reservation Price

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4 Feb 2020
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Negotiators who can improve their alternatives have a value-claiming advantage at the table, negotiation dance--the entire process of making an opening
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VANDERBILTMGRL-3105Patrick LeddinFall

MGRL-3105 Chapter Notes - Chapter 4: Pareto Efficiency, Negotiation, Reservation Price

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4 Feb 2020
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Two of the most common faulty assumptions are false conflict and the fixed-pie perception. Integrative negotiation--refers to how negotiators create th
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VANDERBILTMGRL-3105Patrick LeddinFall

MGRL-3105 Chapter Notes - Chapter 2: Best Alternative To A Negotiated Agreement, Reactive Devaluation, Situation Awareness

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4 Feb 2020
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Failure to assess reservation points can lead to two unfortunate outcomes: negotiators may agree to an outcome worse than their batna, negotiators may
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VANDERBILTMGRL-3105Patrick LeddinFall

MGRL-3105 Chapter Notes - Chapter 7: Verbal Behavior, Information Asymmetry, One Bad Apple

OC34726314 Page
4 Feb 2020
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Relationships: maximizing monetary wealth need not come at the expense of building relationships. Subjective value inventory--assesses four major conce
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