Asked by Hamish Harries on Jul 04, 2024
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Attitudinal structuring means that the tactics of self-gain tend to repel moves to create greater mutual gain.
Attitudinal Structuring
Techniques or approaches used to shape or influence the attitudes, beliefs, or perceptions of individuals or groups.
Self-Gain
The pursuit of personal benefits or advantages, often at the expense of others or ethical considerations.
Mutual Gain
involves outcomes or solutions where all parties involved achieve benefits, often associated with negotiations or conflict resolutions.
- Understand the mechanisms and importance of attitudinal structuring in negotiations.
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Learning Objectives
- Understand the mechanisms and importance of attitudinal structuring in negotiations.
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