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Making negotiations predictable[electronic resource] :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? // by David De Cremer, Madan Pillutla.
作者:	De Cremer, David.
其他作者:	Pillutla, M. M.
出版者:	New York : : Palgrave Macmillan,, 2012.
面頁冊數:	1 online resource.
標題:	Negotiation.
標題:	BUSINESS & ECONOMICS / Negotiating
標題:	FAMILY & RELATIONSHIPS / Interpersonal Relations
ISBN:	9781137024794 (electronic bk.)
ISBN:	1137024798 (electronic bk.)
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".
摘要、提要註:	Negotiation is an everyday activity that everyone, knowingly or unknowingly, engages in. The impact of negotiating can be very significant for revenues and profitability of organizations and individuals. It is also an important determinant of the sustainability of any kind of relationship. Therefore it is important to be an effective negotiator and everybody has the potential to be one. This book will provide crucial insights into how you can become a great negotiator, by discussing the science and psychology of negotiation techniques. It is a given that many of our negotiations do not always turn out the way we expect. Although for many of us, negotiations are best approached by employing rational procedures, real life shows us the need to understand seemingly irrational behaviours that result in suboptimal outcomes. Most negotiators remain blind to what really motivates them and the other parties in the negotiation. Why? We discuss the biases that prevent us from achieving this understanding. By understanding the psychology of negotiators and the negotiation process, we can make negotiations more predictable and profitable.
電子資源:	http://www.palgraveconnect.com/doifinder/10.1057/9781137024794

Making negotiations predictable[electronic resource] :what science tells us? /
De Cremer, David.

Making negotiations predictablewhat science tells us? /[electronic resource] :by David De Cremer, Madan Pillutla. - New York :Palgrave Macmillan,2012. - 1 online resource.

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".

Negotiation is an everyday activity that everyone, knowingly or unknowingly, engages in. The impact of negotiating can be very significant for revenues and profitability of organizations and individuals. It is also an important determinant of the sustainability of any kind of relationship. Therefore it is important to be an effective negotiator and everybody has the potential to be one. This book will provide crucial insights into how you can become a great negotiator, by discussing the science and psychology of negotiation techniques. It is a given that many of our negotiations do not always turn out the way we expect. Although for many of us, negotiations are best approached by employing rational procedures, real life shows us the need to understand seemingly irrational behaviours that result in suboptimal outcomes. Most negotiators remain blind to what really motivates them and the other parties in the negotiation. Why? We discuss the biases that prevent us from achieving this understanding. By understanding the psychology of negotiators and the negotiation process, we can make negotiations more predictable and profitable.

ISBN: 9781137024794 (electronic bk.)

Source: 591359Palgrave Macmillanhttp://www.palgraveconnect.comSubjects--Topical Terms:

196758
Negotiation.
Index Terms--Genre/Form:

336502
Electronic books.

LC Class. No.: BF637.N4 / D43 2012

Dewey Class. No.: 302.3

Making negotiations predictable[electronic resource] :what science tells us? /
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520 $a Negotiation is an everyday activity that everyone, knowingly or unknowingly, engages in. The impact of negotiating can be very significant for revenues and profitability of organizations and individuals. It is also an important determinant of the sustainability of any kind of relationship. Therefore it is important to be an effective negotiator and everybody has the potential to be one. This book will provide crucial insights into how you can become a great negotiator, by discussing the science and psychology of negotiation techniques. It is a given that many of our negotiations do not always turn out the way we expect. Although for many of us, negotiations are best approached by employing rational procedures, real life shows us the need to understand seemingly irrational behaviours that result in suboptimal outcomes. Most negotiators remain blind to what really motivates them and the other parties in the negotiation. Why? We discuss the biases that prevent us from achieving this understanding. By understanding the psychology of negotiators and the negotiation process, we can make negotiations more predictable and profitable.
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