Making Negotiations Predictable

What Science Tells Us?

By: David De Cremer, Madan Pillutla

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Paperback | 11 December 2012 | Edition Number 1

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188 Pages

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24.13 x 16.51 x 1.91

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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.

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You Can Find This Book In

Non-Fiction Business & Management Business Communication & Presentation Business Ethics & Social Responsibility Business Negotiation Business Strategy Operational Research Management & Management Techniques Management of Specific Areas Personnel & Human Resources Management International Business Management Decision Making

Introduction	p. 1
Negotiation Basics: Structure and Process	p. 13
Cognitive Errors of Negotiators	p. 40
Emotions and Intuition	p. 66
The Impact of Framing on Negotiations	p. 81
Trust and Distrust	p. 101
Power	p. 118
Fairness	p. 136
The 'Moving Forward to Agreements' Survey	p. 144
References	p. 155
Biography	p. 167
Index	p. 169
Table of Contents provided by Ingram. All Rights Reserved.

Making Negotiations Predictable

What Science Tells Us?

At a Glance

Paperback

Shipping

How to return your order

Defective items

You Can Find This Book In

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