Cognition And Rationality In Negotiation
DOWNLOAD
Download Cognition And Rationality In Negotiation PDF/ePub or read online books in Mobi eBooks. Click Download or Read Online button to get Cognition And Rationality In Negotiation book now. This website allows unlimited access to, at the time of writing, more than 1.5 million titles, including hundreds of thousands of titles in various foreign languages. If the content not found or just blank you must refresh this page
Cognition And Rationality In Negotiation
DOWNLOAD
Author : Margaret Ann Neale
language : en
Publisher:
Release Date : 1991
Cognition And Rationality In Negotiation written by Margaret Ann Neale and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1991 with Education categories.
Scholars of dispute resolution and organizations at Northwestern University draw on their ten years of research to extend earlier studies of the role of cognition in negotiation. They emphasize the importance of concentrating on the opponents' judgement of their options and strategies. Annotation copyrighted by Book News, Inc., Portland, OR
Negotiating Rationally
DOWNLOAD
Author : Max H. Bazerman
language : en
Publisher: Simon and Schuster
Release Date : 1994-01-01
Negotiating Rationally written by Max H. Bazerman and has been published by Simon and Schuster this book supported file pdf, txt, epub, kindle and other format this book has been release on 1994-01-01 with Business & Economics categories.
In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations. For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents’ behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals.
Negotiator Cognition
DOWNLOAD
Author : Max H Bazerman
language : en
Publisher: Legare Street Press
Release Date : 2023-07-18
Negotiator Cognition written by Max H Bazerman and has been published by Legare Street Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-07-18 with categories.
In this compelling book, John S. Carroll and Max H. Bazerman explore the complex cognitive processes involved in effective negotiation. Drawing on the latest research in psychology and negotiation theory, this book provides practical guidance for negotiators at all levels. This work has been selected by scholars as being culturally important, and is part of the knowledge base of civilization as we know it. This work is in the "public domain in the United States of America, and possibly other nations. Within the United States, you may freely copy and distribute this work, as no entity (individual or corporate) has a copyright on the body of the work. Scholars believe, and we concur, that this work is important enough to be preserved, reproduced, and made generally available to the public. We appreciate your support of the preservation process, and thank you for being an important part of keeping this knowledge alive and relevant.
Psychological Processes In International Negotiations
DOWNLOAD
Author : Francesco Aquilar
language : en
Publisher: Springer Science & Business Media
Release Date : 2007-10-05
Psychological Processes In International Negotiations written by Francesco Aquilar and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-10-05 with Psychology categories.
A unique collaboration between experts in cognitive psychotherapy and political science, this book emphasizes the value of human psychology in negotiation and mediation. Drawing on a wide range of theory and data, from neuroscientific findings and historical events to the rational-emotive model of behavior, the book explains how the negotiation process works, under both adverse and optimum conditions.
Emotion In Group Decision And Negotiation
DOWNLOAD
Author : Bilyana Martinovsky
language : en
Publisher: Springer
Release Date : 2015-07-01
Emotion In Group Decision And Negotiation written by Bilyana Martinovsky and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-07-01 with Psychology categories.
The volume offers an exploration of methods for analysis of emotion in negotiation, such as cognitive modeling, discourse analysis, all testing, subsequent multidimensional scaling, impression rating, and graph modeling for conflict resolution, reasonable and unreasonable disagreement. It covers activities, such as business negotiation, conflict solving, bargaining, task management meetings, discussions, and elaborates on different kinds of emotions. Some emotions stimulate negotiation (e.g. empathy), others -hinder it (e.g. disgust). However, all emotions open a door to uncertainty in relations and negotiation, which in turn provides an opportunity. The volume views language in negotiation not only as a vehicle for transmission of thought but also as a manifestation of emotion and the ethical.
Affect Cognition And Decision Making In Negotiation
DOWNLOAD
Author : Rajesh Kumar
language : en
Publisher:
Release Date : 1989
Affect Cognition And Decision Making In Negotiation written by Rajesh Kumar and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1989 with Negotiation in business categories.
The Handbook Of Negotiation And Culture
DOWNLOAD
Author : Michele J. Gelfand
language : en
Publisher: Stanford University Press
Release Date : 2004
The Handbook Of Negotiation And Culture written by Michele J. Gelfand and has been published by Stanford University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004 with Business & Economics categories.
In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
Negotiator Cognitions
DOWNLOAD
Author : John S. Carroll
language : en
Publisher:
Release Date : 2015-08-05
Negotiator Cognitions written by John S. Carroll and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-08-05 with Business & Economics categories.
Excerpt from Negotiator Cognitions: A Descriptive Approach to Negotiators' Understanding of Their Opponents Negotiator Cognitions: A Descriptive Approach to Negotiators' Understanding of Their Opponents was written by John S. Carroll and Max H. Bazerman in 1986. This is a 46 page book, containing 8161 words. Search Inside is enabled for this title. About the Publisher Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.
Negotiation Theory And Research
DOWNLOAD
Author : Leigh L. Thompson
language : en
Publisher: Psychology Press
Release Date : 2006-01-13
Negotiation Theory And Research written by Leigh L. Thompson and has been published by Psychology Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-01-13 with Psychology categories.
Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.
Negotiator Cognitions A Descriptive Approach To Negotiators Understanding Of Their Opponents
DOWNLOAD
Author : John S. Carroll
language : en
Publisher: Sagwan Press
Release Date : 2018-02-08
Negotiator Cognitions A Descriptive Approach To Negotiators Understanding Of Their Opponents written by John S. Carroll and has been published by Sagwan Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-02-08 with Business & Economics categories.
This work has been selected by scholars as being culturally important, and is part of the knowledge base of civilization as we know it. This work was reproduced from the original artifact, and remains as true to the original work as possible. Therefore, you will see the original copyright references, library stamps (as most of these works have been housed in our most important libraries around the world), and other notations in the work. This work is in the public domain in the United States of America, and possibly other nations. Within the United States, you may freely copy and distribute this work, as no entity (individual or corporate) has a copyright on the body of the work. As a reproduction of a historical artifact, this work may contain missing or blurred pages, poor pictures, errant marks, etc. Scholars believe, and we concur, that this work is important enough to be preserved, reproduced, and made generally available to the public. We appreciate your support of the preservation process, and thank you for being an important part of keeping this knowledge alive and relevant.