Search results
Results from the WOW.Com Content Network
Good cop, bad cop, also informally called the Mutt and Jeff technique, [1] is a psychological tactic used in interrogation and negotiation, in which a team of two people take opposing approaches to the subject. [2]
Psychology professor Finn Tschudi's ABC model of psychotherapy uses a structure similar to a decisional balance sheet: A is a row that defines the problem; B is a row that lists schemas (tacit assumptions) about the advantages and disadvantages of resolving the problem; and C is a row that lists schemas about the advantages and disadvantages of ...
Negotiation is a strategic discussion that resolves an issue in a way that both parties find acceptable. Individuals should make separate, interactive decisions; and negotiation analysis considers how groups of reasonably bright individuals should and could make joint, collaborative decisions. These theories are interleaved and should be ...
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]
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 ).
An argument map or argument diagram is a visual representation of the structure of an argument.An argument map typically includes all the key components of the argument, traditionally called the conclusion and the premises, also called contention and reasons. [1]
The Mutual Gains Approach (MGA) to negotiation is a process model, based on experimental findings and hundreds of real-world cases, [1] [2] [3] [4] [5] [6] that lays ...
Strategic Negotiations: A Theory of Change in Labor-Management Relations, a 1994 Harvard Business School Press publication, is a book on negotiation by the authors; Richard E. Walton, Joel Cutcher-Gershenfeld, and Robert McKersie. [1] The book explains concepts and strategies of negotiation to the reader.