Negotiation & Persuasion Literature Review

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Dear Student,
Hi and thank you for using Brainmass. The solution below should get you started. In this particular task, you are asking for help in putting together a discussion on 2 studies. I suggest using this simple outline:
1. About the task & your choices - 100 words
2. Article 1 - points of interest - 200 words
3. Article 2 - points of interest - 200 words
4. Remarks (if any) - 100 words
5. Resources

This outline should yield 600 words which should cover what you need. You can extend this further by doubling the word count and discussion points in each section . You can also use the listed resources to further explore the topic. All the best with your studies.

Sincerely,
AE 105878/Xenia Jones

Negotiation Studies

There are two articles that discussed the topic of negotiation that were of interest in my readings. The first one is by Ulku Demirdogen (Demirdogen 2010) entitled "The Roots of Research in (political) Persuasion: Ethos, Pathos, Logos and the Yale Studies of Persuasive Communications" and the second one is an article by Graham and Requejo (Graham and Requejo 2009) entitled "Managing Face-To-Face International Negotiations". Both studies tackled the topic of negotiation and persuasion with the forming delving into the application of Carl Hovland's work during WW2 on the impact of propaganda, in particular the stimulus effect of persuasion as it applies to politics following the Aristotelian theme of 'ethos, pathos and logos' while the latter article by Graham and Requejo is an organizational study into face-to-face negotiations at an international level, in particular, how to manage it to avoid things going wrong.

Demirdogen
What is interesting about Demirdogen's study (Demirdogen 2010) is that he is relating Hovland's principles of persuasion as a learning theory to ...