東華大學圖書館 |

語系: 繁體中文

說明(常見問題)

回圖書館首頁

手機版館藏查詢

登入

回首頁 到查詢結果 [ subject:"FAMILY & RELATIONSHIPS / Interpersonal Relations" ]

切換: 標籤 | MARC模式 | ISBD

Making negotiations predictable = wh...

De Cremer, David.

FindBook

Google Book

Amazon

博客來

Making negotiations predictable = what science tells us? /

紀錄類型:	書目-電子資源 : Monograph/item
正題名/作者:	Making negotiations predictable/ by David De Cremer, Madan Pillutla.
其他題名:	what science tells us? /
作者:	De Cremer, David.
其他作者:	Pillutla, M. M.
出版者:	New York :Palgrave Macmillan, : 2012.,
面頁冊數:	1 online resource.
內容註:	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".
標題:	Negotiation. -
電子資源:	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:

526775
Negotiation.
Index Terms--Genre/Form:

542853
Electronic books.

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

Dewey Class. No.: 302.3

Making negotiations predictable = what science tells us? /
LDR:02651cmm 2200349Ka 4500 001 1883112
003 OCoLC
005 20130621115136.0
006 m o d
007 cr cn|||||||||
008 130927s2012 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 $d N$T $d YDXCP $d N$T $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 813499
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 526775
650 7 $a BUSINESS & ECONOMICS / Negotiating $2 bisacsh $3 1599896
650 7 $a FAMILY & RELATIONSHIPS / Interpersonal Relations $2 bisacsh $3 1601250
655 4 $a Electronic books. $2 lcsh $3 542853
700 1 $a Pillutla, M. M. $q (Madan M.) $3 1976771
776 0 8 $i Print version: $a De Cremer, David. $t Making negotiations predictable $z 9781137024787 $w (DLC) 2012038796 $w (OCoLC)795175293
856 4 0 $3 Palgrave Connect $u http://www.palgraveconnect.com/doifinder/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