Cognitive Reference Points In Negotiations

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Adoption Of Cognitive Reference Points In Negotiations

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Author : Henrik Kristensen
language : en
Publisher:
Release Date : 1996

Adoption Of Cognitive Reference Points In Negotiations written by Henrik Kristensen and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1996 with categories.

Cognitive Reference Points In Negotiations

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Author : Henrik Kristensen
language : sv
Publisher:
Release Date : 1996

Cognitive Reference Points In Negotiations written by Henrik Kristensen and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1996 with categories.

Cognitive Reference Points

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Author : Elena Tribushinina
language : en
Publisher:
Release Date : 2008

Cognitive Reference Points written by Elena Tribushinina and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008 with categories.

Conflict Resolution

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Author : Daniel Kahneman
language : en
Publisher:
Release Date : 1993

Conflict Resolution written by Daniel Kahneman and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1993 with Certainty categories.

Preferences In Negotiations

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Author : Henner Gimpel
language : en
Publisher: Springer Science & Business Media
Release Date : 2007-06-08

Preferences In Negotiations written by Henner Gimpel 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 2007-06-08 with Business & Economics categories.

The attachment effect can hinder effective negotiation. Parties are influenced by their subjective expectations formed on account of the exchange of offers, they form reference points, and loss aversion potentially leads to a change of preferences when expectations change. This book presents a motivation, formalization, and substantiation of the attachment effect. The results can be used for prescriptive advice to negotiators.

Cognition And Rationality In Negotiation

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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

Anchor Points And Reference Points In Negotiations

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Author : Henrik Kristensen
language : en
Publisher:
Release Date : 1997

Anchor Points And Reference Points In Negotiations written by Henrik Kristensen and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1997 with categories.

Getting To Yes

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Author : Roger Fisher
language : en
Publisher: Houghton Mifflin Harcourt
Release Date : 1991

Getting To Yes written by Roger Fisher and has been published by Houghton Mifflin Harcourt this book supported file pdf, txt, epub, kindle and other format this book has been release on 1991 with Business & Economics categories.

Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

The Handbook Of Negotiation And Culture

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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 negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and 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 processes—cognition, 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.

Proceedings Of The 2001 Fourth International Conference On Cognitive Modeling

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Author : Erik M. Altmann
language : en
Publisher: Psychology Press
Release Date : 2001-07-01

Proceedings Of The 2001 Fourth International Conference On Cognitive Modeling written by Erik M. Altmann and has been published by Psychology Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001-07-01 with Psychology categories.

This book documents the proceedings of the Fourth International Conference on Cognitive Modeling (ICCM), which brought together researchers from diverse backgrounds to compare cognitive models; evaluate models using human data; and further the development, accumulation, and integration of cognitive theory. ICCM provides a worldwide forum for cognitive scientists who build computational cognitive models and test them against empirical cognitive data. New features of the conference included the Newell Award for best student paper, the Siegel-Wolf Award for best applied research paper, and a Doctoral Consortium which provided an opportunity for students to meet their peers and mentors and to explore their dissertation work in an intense but friendly, multi-approach environment. These new features, as well as a comprehensive view of the posters presented at the conference are offered in this volume.