國立高雄大學圖資館 |

Language: English

Back

Making negotiations predictablewhat science tells us? /

Record Type:	Electronic resources : Monograph/item
Title/Author:	Making negotiations predictableby David De Cremer, Madan Pillutla.
Reminder of title:	what science tells us? /
Author:	De Cremer, David.
other author:	Pillutla, M. M.
Published:	New York :Palgrave Macmillan,2012.
Description:	1 online resource.
Subject:	Negotiation.
Online resource:	https://link.springer.com/book/10.1057/9781137024794
ISBN:	9781137024794 (electronic bk.)

Making negotiations predictablewhat science tells us? /
De Cremer, David.

Making negotiations predictablewhat science tells us? /[electronic resource] :by David De Cremer, Madan Pillutla. - New York :Palgrave Macmillan,2012. - 1 online resource.

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".

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.

ISBN: 9781137024794 (electronic bk.)

Source: 591359Palgrave Macmillanhttp://www.palgraveconnect.comSubjects--Topical Terms:

190707
Negotiation.
Index Terms--Genre/Form:

214472
Electronic books.

LC Class. No.: BF637.N4 / D43 2012

Dewey Class. No.: 302.3

Making negotiations predictablewhat science tells us? /
LDR:02502cmm 2200337Ka 4500 001 403239
003 OCoLC
005 20130621115136.0
006 m o d
007 cr cn|||||||||
008 140117s2012 nyu o 000 0 eng d
020 $a 9781137024794 (electronic bk.)
020 $a 1137024798 (electronic bk.)
035 $a (OCoLC)819423138
035 $a ocn819423138
037 $a 591359 $b Palgrave Macmillan $n http://www.palgraveconnect.com
040 $a UKPGM $b eng $c UKPGM $d OCLCO $d N $d YDXCP $d N $d E7B
049 $a TEFA
050 1 4 $a BF637.N4 $b D43 2012
072 7 $a BUS $x 047000 $2 bisacsh
072 7 $a FAM $x 027000 $2 bisacsh
082 0 4 $a 302.3 $2 23
100 1 $a De Cremer, David. $3 365302
245 1 0 $a Making negotiations predictable $h [electronic resource] : $b what science tells us? / $c by David De Cremer, Madan Pillutla.
260 $a New York : $b Palgrave Macmillan, $c 2012.
300 $a 1 online resource.
505 0 $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".
520 $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.
650 0 $a Negotiation. $3 190707
650 7 $a BUSINESS & ECONOMICS / Negotiating $2 bisacsh $3 564219
650 7 $a FAMILY & RELATIONSHIPS / Interpersonal Relations $2 bisacsh $3 565899
655 4 $a Electronic books. $2 local. $3 214472
700 1 $a Pillutla, M. M. $q (Madan M.) $3 643184
776 $6 403239 $t Making negotiations predictable
856 4 0 $3 Palgrave Connect $u https://link.springer.com/book/10.1057/9781137024794
938 $a EBSCOhost $b EBSC $n 521604
938 $a YBP Library Services $b YANK $n 9975009
938 $a ebrary $b EBRY $n ebr10644105
994 $a C0 $b TEF