Making negotiations predictable : what science tells us? /
De Cremer, David.
Making negotiations predictable : what science tells us? / by David De Cremer, China Europe International Business School (CEIBS), China and Madan M. Pillutla, London Business School (LBS), UK. - v, 178 pages : illustrations ; 24 cm
Includes bibliographical references (pages 155-166) and index.
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".
9781137024787
2012038796
Negotiation.
BF637.N4 / D43 2012
302.3
Making negotiations predictable : what science tells us? / by David De Cremer, China Europe International Business School (CEIBS), China and Madan M. Pillutla, London Business School (LBS), UK. - v, 178 pages : illustrations ; 24 cm
Includes bibliographical references (pages 155-166) and index.
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".
9781137024787
2012038796
Negotiation.
BF637.N4 / D43 2012
302.3