Monday, November 28, 2011

Practice sharpens our ability to recognize untested assumptions, Alternative explanations



Practice: In a variety of settings
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Analysis: Mathematical and Descriptive
Outcome Based Evaluation Your grade depends on your performance

Our focus is on skill building and learning by doing
We all can benefit from practice by doing negotiations in different substantive contexts
Practice sharpens our ability to recognize untested assumptions, alternative explanations
It increases our sensitivity to what works, what doesn't work and why

Saturday, November 26, 2011

Attitude Change!!!

Attitude Change!!! Cognitive dissonance and cognitive part of the attitude

Attention
Comprehend
Acceptance
Retention
the four major components in changing someone's attitude in persuasive communication

People can have multiple beliefs or cognitions about an attitude object. The multiple cognitions can result from persuasive communications or social influence. If discrepancies (cognitive dissonance) develop among cognitions, the person feels internal tension and becomes motivated to reduce that tension. The person can reduce the dissonance by changing one or more cognitions. Such change in the cognitive part of an attitude can lead to change in the attitude itself. (e.g. social pressures/social norms)