Module III·5 articles·~30 min
Negotiation Psychology
Psychological foundations of negotiation: influence, anchoring, emotions, trust, BATNA, and complex negotiation situations
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§ 01 — Articles
- IPsychology of Influence: The Six Principles of CialdiniArticle 1 of 5~6 minRead →
- IIBATNA and Zone of Possible AgreementArticle 2 of 5~6 minRead →
- IIIEmotions in Negotiations: How to Manage Your Own and Read Others'Article 3 of 5~6 minRead →
- IVManipulations: How to Identify and NeutralizeArticle 4 of 5~6 minRead →
- VNegotiations in Difficult Conditions: Multilateral and Cross-CulturalArticle 5 of 5~6 minRead →
§ 02 — Practice