Making negotiations predictable : what science tells us

David De Cremer ...

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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Year of publication:	2012
Authors:	De Cremer, David
Other Persons:	Pillutla, Madan M. (contributor)
Publisher:	Basingstoke [u.a.] : Palgrave Macmillan
Subject:	Verhandlungen \| Negotiations \| Verhandlungstechnik \| Negotiation techniques
Description of contents:	Table of Contents [gbv.de] ; Description [loc.gov] ; Description [loc.gov]

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Extent:	V, 177 S.
Type of publication:	Book / Working Paper
Language:	English
Notes:	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".
ISBN:	978-1-137-02478-7 ; 1-137-02478-X
Source:	ECONIS - Online Catalogue of the ZBW

Persistent link: https://www.econbiz.de/10013546875