Making negotiations predictable :wha...
De Cremer, David.

 

  • Making negotiations predictable :what science tells us? /
  • 紀錄類型: 書目-語言資料,印刷品 : Monograph/item
    杜威分類號: 302.3
    書名/作者: Making negotiations predictable : : what science tells us? // David De Cremer and Madan M. Pillutla.
    作者: De Cremer, David.
    其他作者: Pillutla, M. M.
    出版者: Houndmills, Basingstoke, Hampshire ; : Palgrave Macmillan,, 2012.
    面頁冊數: v, 178 p. : : ill. ;; 24 cm.
    標題: Negotiation.
    ISBN: 9781137024787 (hbk.) :
    ISBN: 113702478X (hbk.)
    書目註: Includes bibliographical references (p. 155-166) and index.
    內容註: Introduction -- Negotiation basics: structure and process -- Cognitive errors of negotiators -- Emotions and intuition -- The impact of framing on negotiations -- Trust and distrust -- Power -- Fairness -- "Moving forward to an agreement : survey".
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