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Strategies of Influence
Malhotra, DeepakNota del Instructor HBS-910039-ELiderazgo y Dirección de personasInstructor's guide - not available for classroom use. Strategies of Influence (SOI) is a stand-alone session that teaches students about the psychology of persuasion. Students are presented a series of mini-case vignettes, each of which illustrates a specific strategy that negotiators can use to make their ideas, offers, proposals, and requests more compelling-i.e., more likely to elicit a "yes" rather than a "no". The session is designed as an e...Desde 0,00 €
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Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A) & (B), Teaching Note
Malhotra, DeepakNota del Instructor HBS-909061-ETeaching Note for [906038] and [906039].Desde 0,00 €