Making negotiations predictable: what science tells us?
Saved in:
| Main Authors: | , |
|---|---|
| Format: | Electronic eBook |
| Language: | English |
| Published: |
New York
Palgrave Macmillan
2012
|
| Edition: | First published |
| Subjects: | |
| Online Access: | TUM01 Volltext |
| Physical Description: | 1 Online-Ressource |
| ISBN: | 1137024798 9781137024794 |
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MARC
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| 505 | 8 | |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 | |
| 505 | 8 | |a 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." | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Negotiating |2 bisacsh | |
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| 650 | 7 | |a Business and Management |2 eflch | |
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Record in the Search Index
| _version_ | 1804174956092719104 |
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| any_adam_object | |
| author | De Cremer, David 1972- Pillutla, Madan M. |
| author_GND | (DE-588)129945633 (DE-588)171623339 |
| author_facet | De Cremer, David 1972- Pillutla, Madan M. |
| author_role | aut aut |
| author_sort | De Cremer, David 1972- |
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| bvnumber | BV042742302 |
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| contents | 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 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." |
| ctrlnum | (OCoLC)819423138 (DE-599)BVBBV042742302 |
| dewey-full | 302.3 |
| dewey-hundreds | 300 - Social sciences |
| dewey-ones | 302 - Social interaction |
| dewey-raw | 302.3 |
| dewey-search | 302.3 |
| dewey-sort | 3302.3 |
| dewey-tens | 300 - Social sciences |
| discipline | Soziologie |
| edition | First published |
| format | Electronic eBook |
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| id | DE-604.BV042742302 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-10T07:08:37Z |
| institution | BVB |
| isbn | 1137024798 9781137024794 |
| language | English |
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| publishDate | 2012 |
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| publisher | Palgrave Macmillan |
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| spelling | De Cremer, David 1972- Verfasser (DE-588)129945633 aut Making negotiations predictable what science tells us? David De Cremer and Madan Pillutla First published New York Palgrave Macmillan 2012 1 Online-Ressource txt rdacontent c rdamedia cr rdacarrier 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 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." BUSINESS & ECONOMICS / Negotiating bisacsh FAMILY & RELATIONSHIPS / Interpersonal Relations bisacsh Business negotiation bicssc Business and Management eflch Negotiation fast Wirtschaft Negotiation Pillutla, Madan M. Verfasser (DE-588)171623339 aut http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=521604 Aggregator Volltext |
| spellingShingle | De Cremer, David 1972- Pillutla, Madan M. Making negotiations predictable what science tells us? 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 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." BUSINESS & ECONOMICS / Negotiating bisacsh FAMILY & RELATIONSHIPS / Interpersonal Relations bisacsh Business negotiation bicssc Business and Management eflch Negotiation fast Wirtschaft Negotiation |
| title | Making negotiations predictable what science tells us? |
| title_auth | Making negotiations predictable what science tells us? |
| title_exact_search | Making negotiations predictable what science tells us? |
| title_full | Making negotiations predictable what science tells us? David De Cremer and Madan Pillutla |
| title_fullStr | Making negotiations predictable what science tells us? David De Cremer and Madan Pillutla |
| title_full_unstemmed | Making negotiations predictable what science tells us? David De Cremer and Madan Pillutla |
| title_short | Making negotiations predictable |
| title_sort | making negotiations predictable what science tells us |
| title_sub | what science tells us? |
| topic | BUSINESS & ECONOMICS / Negotiating bisacsh FAMILY & RELATIONSHIPS / Interpersonal Relations bisacsh Business negotiation bicssc Business and Management eflch Negotiation fast Wirtschaft Negotiation |
| topic_facet | BUSINESS & ECONOMICS / Negotiating FAMILY & RELATIONSHIPS / Interpersonal Relations Business negotiation Business and Management Negotiation Wirtschaft |
| url | http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=521604 |
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