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Making Negotiations Predictable What Science Tells Us
- Author / Creator
- Available as
- Physical
- Summary
-
Everybody in business is involved in negotiating internally and externally. The impact of this can have consequences for revenue and profitability, so it is more important than ever to be an effect...
Everybody in business is involved in negotiating internally and externally. The impact of this can have consequences for revenue and profitability, so it is more important than ever to be an effective negotiator for business success. In Making Negotiations Predictable, two global experts give crucial insights into getting it right.
Details
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- Creator
- by David De Cremer, Madan Pillutla
- Format
- Books
- Language
- English
- Contributors
- Publication
-
- 1st ed. 2012
- London : Palgrave Macmillan UK : Imprint: Palgrave Macmillan, 2012
- Physical Details
-
- 1 online resource (185 p.)
- ISBNs
- 9781137024794, 9781137024787, 1349438650, 113702478X, 9781283947503, 1283947501, 1137024798
- OCLC
- ocn795175293
- Description based upon print version of record.
- Includes bibliographical references and index.
- English
- 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"