Making Negotiations Predictable [electronic resource] : What Science Tells Us /
De Cremer, David.author.
Pillutla, Madan.author.
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.
Description based upon print version of record.
Includes bibliographical references 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".
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.
Operations research.
Decision making.
International business enterprises.
Leadership.
Business ethics.
Management.
Personnel management.
Operations Research/Decision Theory.
International Business.
Business Strategy/Leadership.
Business Ethics.
Management.
Human Resource Management.