國立虎尾科技大學 |

Making negotiations predictable = what science tells us? /

Record Type:	Language materials, printed : Monograph/item
Title/Author:	Making negotiations predictable/ by 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:	http://www.palgraveconnect.com/doifinder/10.1057/9781137024794
ISBN:	9781137024794 (electronic bk.)

Making negotiations predictable = what 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:

568447
Negotiation.
Index Terms--Genre/Form:

554714
Electronic books.

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

Dewey Class. No.: 302.3

Making negotiations predictable = what science tells us? /
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245 1 0 $a Making negotiations predictable $h [electronic resource] : $b what science tells us? / $c by David De Cremer, Madan Pillutla.
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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.
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