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Anatol Rapoport's 1960 book Fights, Games, and Debates described three persuasive strategies that could be applied in debates. [11] He noted that they correspond to three kinds of psychotherapy or ways of changing people, [ 12 ] and he named them after Pavlov ( behaviorism ), Freud ( psychoanalysis ), and Rogers ( person-centered therapy ).
The process of offer and counteroffer results in a mutually beneficial arrangement. However, multiple studies have shown that initial offers have a stronger influence on the outcome of negotiations than subsequent counteroffers. [69] An example of the power of anchoring has been conducted during the Strategic Negotiation Process Workshops.
"Negotiation theory and research has articulated that in multi-issue negotiations, making package offers is superior in achieving integrative outcomes than negotiation each issue sequentially." [ 1 ] Furthermore, research has shown that the negotiator who makes an aggressive first offer tends to secure better outcomes than those who respond to ...
Argumentation includes various forms of dialogue such as deliberation and negotiation which are concerned with collaborative decision-making procedures. [3] It also encompasses eristic dialog, the branch of social debate in which victory over an opponent is the primary goal, and didactic dialogue used for teaching. [2]
Another view of negotiation comprises four elements: strategy, process, tools, and tactics. The Strategy comprises top-level goals. Which typically include the relationship and the outcome. Processes and tools include the steps to follow and roles to take in preparing for and negotiating with the other parties.
During the debate, his staff leaked that he has a cold. One of the most unusual moments came toward the end, when the two candidates argued over who was the better golfer. “I just won two club ...
In negotiation, consistency, or the consistency principle, refers to a negotiator's strong psychological need to be consistent with prior acts and statements. The consistency principle states that people are motivated toward cognitive consistency and will change their attitudes, beliefs, perceptions and actions to achieve it. [1]
Vice President Harris is spending most of Friday in Pittsburgh huddled with her team in debate strategy and policy meetings, according to a source close to Harris. That includes her plans to lower ...