It looks like you're using Internet Explorer 11 or older. This website works best with modern browsers such as the latest versions of Chrome, Firefox, Safari, and Edge. If you continue with this browser, you may see unexpected results.
SMU-X Survival Toolkit: Negotiation/Persuasion
This guide provides useful information and links to resources on SMU-X.
Negotiation is a give and take process whereby two or more parties with different needs and goals discuss an issue to find mutually accepted solutions. The following resources provide perspectives on how to negotiate and persuade effectively that is a win-win for the stakeholders involved.
Robert Cialdini has spent his career systematically studying the psychology of influence. Ethical influence is the foundation of successful leadership, management, sales, and customer service. In this program, he reveals what lies at the heart of his findings: the six principles of influence that form the basis of effective, persuasive appeals.
As a former federal mediator, Pat Cleary has been involved with just about every kind of negotiation. In this entertaining presentation, he shares gems of wisdom from his nearly 20 years of hands-on dispute resolution.
Maria Ploumaki works with global businesses, executing strategies and negotiations for them that significantly improve their value chain and competitive advantage. Maria describes the most important skills behind successful negotiation, and she explains how to develop and master such qualities.
Learn the 7 technique to be a better negotiator.
Persuading, Influencing and Negotiating Skills
PERSUADING involves being able to convince others to take appropriate action. NEGOTIATING involves being able to discuss and reach a mutually satisfactory agreement. Find out more through this link.
Negotiation by Brian TracyNegotiation is an essential element of almost all of our interactions--personally and professionally. It's part of how we establish relationships, work together, and arrive at solutions for our clients, our organizations, and ourselves. Simply put, those who don't negotiate well risk falling victim to those who do. Throughout his career, success expert Brian Tracy has negotiated millions of dollars worth of contracts. Now, with this concise guide, you too can become a master negotiator and learn how to: * Utilize the six key negotiating styles * Harness the power of emotion in hammering out agreements * Use time to your advantage * Prepare like a pro and enter any negotiation from a position of strength *Gain clarity on areas of agreement and disagreement * Develop win-win outcomes * Use the power of reciprocity * Know when and how to walk away * Apply the Law of Four * Plus much more Smart negotiation can save you time and money, make you more effective, and contribute substantially to your career. Jam-packed with Brian Tracy's trademark wisdom, this practical and portable book puts the power of negotiation right in your hands.
Call Number: This is an E-Book.
Publication Date: 2013-06-19
Negotiation by David S. HamesDavid S Hames′ text combines in a single volume text material, pertinent readings, compehensive cases, role-playing exercises, and questionnaires so that students examine the theory and the practice of negotiation from a varied set of learning tools. The text also: - Uses a behaviour modelling framework for learning how to negotiate, to enhance students′ intellectual understanding of the negotiating process and their actual ability to negotiate in various settings and scenarios - Emphasizes the science of negotiation - Covers current issues of diversity, flattening of organizations, making decisions in teams, and negotiating in an online environment - Devotes an entire chapter to closing deals, a topic which is often overlooked or given short shrift in other texts.
Call Number: Li Ka Shing Library Books Level 4 BF637.N4 H35 2012
Publication Date: 2011-09-21
Persuasive Communication by Richard YoungThis updated and expanded edition of Persuasive Communication offers a comprehensive introduction to persuasion and real-world decision making. Drawing on empirical research from social psychology, neuroscience, business communication research, cognitive science, and behavioral economics, Young reveals the thought processes of many different audiences--from investors to CEOs--to help students better understand why audiences make the decisions they make and how to influence them. The book covers a broad range of communication techniques, richly illustrated with compelling examples, including resumes, speeches, and slide presentations, to help students recognize persuasive methods that do, and do not, work. A detailed analysis of the emotions and biases that go into decision making arms students with perceptive insights into human behavior and helps them apply this understanding with various decision-making aids. Students will learn how to impact potential employers, clients, and other audiences essential to their success. This book will prove fascinating to many, and especially useful for students of persuasion, rhetoric, and business communication.
Call Number: This is an E-Book.
Publication Date: 2016-08-01
Propaganda and Persuasion by Garth S. Jowett; Victoria O'Donnell (Editor)Propaganda and Persuasion, Fifth Edition is the only book of its kind to cover a comprehensive history of propaganda and offer insightful definitions and methods to analyze it. Building on the excellence of the four previous editions, the Fifth Edition has been revised and updated. Authors Garth S. Jowett and Victoria O'Donnell provide a remarkable and cogent understanding of persuasion and propaganda, including rhetorical background, cultural studies, and collective memory. Key Features: * Offers a comprehensive history of propaganda, from ancient times to present day. Updated research in propaganda and persuasion and the use of propaganda in psychological warfare are also included. New examples to this edition include the global war against terrorism, the 2008 election, and the question of ideological propaganda in a polarized mass media system * Encourages a systematic approach to analyzing propaganda: An in-depth look at rhetoric, theory, and methodology helps students analyze propaganda * Differentiates propaganda from persuasion: Succinct definitions of propaganda and persuasion are given, as well as an original model that illustrates both their commonalities and their differences.
Call Number: Li Ka Shing Library Books Level 3 HM1231 .J68 2012