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.
Publisher: Houndmills, Basingstoke, Hampshire : New York, NY : Palgrave Macmillan, 2012Description: v, 178 pages : illustrations ; 24 cmContent type:- text
- unmediated
- volume
- 9781137024787
- 302.3 23
- BF637.N4 D43 2012
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".
| Item type | Current library | Shelving location | Call number | Copy number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|---|
Book
|
NMC Library | Stacks | BF637 .N4 D43 2012 (Browse shelf(Opens below)) | 1 | Available | 33039001332047 |
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".
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