What Does a Successful Negotiation Require

question 34

Essay

What does a successful negotiation require?

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Definitions:

Autokinetic Effect

A visual phenomenon where a stationary, small point of light in a dark room appears to move due to involuntary eye movements.

Elaboration Likelihood Model

A theory in social psychology that proposes two primary pathways of persuasion: a central route and a peripheral route.

Heuristic/Systematic Model

Theory that posits two routes to persuasion, via either conscious or automatic processing.

Personal Relevance Theory

A theory suggesting that people are more likely to be persuaded by messages that they find personally relevant or meaningful.