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Making negotiations predictable : what science tells us?

Author: David De Cremer; M M Pillutla
Publisher: Houndmills, Basingstoke, Hampshire : New York, NY : Palgrave Macmillan, 2012.
Edition/Format:   Print book : EnglishView all editions and formats
Database:WorldCat
Summary:
" ... Discuss[es] the science and psychology of negotiation techniques"--Jacket, page [2].
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: David De Cremer; M M Pillutla
ISBN: 9781137024787 113702478X 9781137024794 1137024798
OCLC Number: 795175293
Description: v, 178 pages : illustrations ; 24 cm
Contents: 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".
Responsibility: by David De Cremer, China Europe International Business School (CEIBS), China and Madan M. Pillutla, London Business School (LBS), UK.
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Abstract:

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  Read more...

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