The Winner S Curse In Bilateral Negotiations Classic Reprint
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The Winner S Curse In Bilateral Negotiations Classic Reprint
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Author : William F. Samuelson
language : en
Publisher: Forgotten Books
Release Date : 2018-10-09
The Winner S Curse In Bilateral Negotiations Classic Reprint written by William F. Samuelson and has been published by Forgotten Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-10-09 with Business & Economics categories.
Excerpt from The Winner's Curse in Bilateral Negotiations The economic theory of bargaining is built on the cornerstone of self-interest: when the Opportunity arises, profit-seeking individuals will negotiate and attain mutually beneficial agreements. Indeed, negotiation is often viewed as an analogue of or substitute for competitive markets that is, under the right conditions bargaining will generate Pareto efficient economic allocations, as will perfectly competitive markets.1 But perfect negotiations presuppose a number of conditions, in particular, that negotiators are perfectly rational and have perfect information about the bargaining situation. However, Bazerman and Neale (1983; Bazerman, 1983) have provided substantial evidence that negotiators deviate from rationality in systematically predictable ways. Short of the ideal of fully rational behavior, how will negotiations proceed? How should an individual negotiate when only imperfect or limited information about the negotiation setting is available? When he or she has worse information than the other side and both know it? What negotiating procedures are successful in reaching mutually beneficial agreements? 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.
The Winner S Curse In Bilateral Negotiations
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Author : William Samuelson
language : en
Publisher: Legare Street Press
Release Date : 2023-07-18
The Winner S Curse In Bilateral Negotiations written by William Samuelson 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.
This book is a groundbreaking exploration of the psychological and strategic factors that can lead negotiators to make suboptimal decisions. Drawing on a wide range of case studies and real-world examples, the authors highlight common traps and pitfalls that negotiators should avoid, and provide practical advice for achieving better outcomes. Business professionals and students of negotiation will find this book essential reading. 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.
Debating Rationality
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Author : Jennifer J. Halpern
language : en
Publisher: Cornell University Press
Release Date : 1997
Debating Rationality written by Jennifer J. Halpern and has been published by Cornell University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1997 with Decision-making categories.
"Debating Rationality is a terrific collection of essays written by an obviously first rate set of scholars. Several recent books have attempted to make similar points, but this volume pushes the ideas in new directions, rather than simply restating what are now established themes."--Roderick M. Kramer, co-author of Trust in OrganizationsDecision makers strive to be rational. Traditionally, rational decisions maximize an appropriate return. The contributors to this book challenge the common assumption that good decisions must be rational in this economic sense. They emphasize that the decision-making process is influenced by social, organizational, and psychological considerations as well as by economic concerns. Relationships, time pressure, external demands for specific types of performance, contractual expectations, human biases, and reactions to unfair treatment alter the decision-making context and the resulting decision outcomes.
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 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.
Electricity Auctions
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Author : Luiz Maurer
language : en
Publisher: World Bank Publications
Release Date : 2011-07-25
Electricity Auctions written by Luiz Maurer and has been published by World Bank Publications this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-07-25 with Business & Economics categories.
Electricity-contract auctions have been getting increased attention as they have emerged as a successful mechanism to procure new generation capacity and. This book presents a comprehensive overview of international experiences in auction design and implementation.
Fearless Salary Negotiation
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Author : Josh Doody
language : en
Publisher:
Release Date : 2015-12-02
Fearless Salary Negotiation written by Josh Doody and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-12-02 with categories.
The Mind And Heart Of The Negotiator
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Author : Leigh L. Thompson
language : en
Publisher:
Release Date : 2013
The Mind And Heart Of The Negotiator written by Leigh L. Thompson and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013 with Negotiation categories.
For undergraduate and graduate-level business courses that cover the skills of negotiation. Delve into the mind and heart of the negotiator in order to enhance negotiation skills. The Mind and Heart of the Negotiator is dedicated to negotiators who want to improve their ability to negotiate-whether in multimillion-dollar business deals or personal interactions. This text provides an integrated view of what to do and what to avoid at the bargaining table, facilitated by an integration of theory, scientific research, and practical examples. This edition contains new examples and chapter-opening sections, as well as more than a hundred new scientific articles on negotiations.
Negotiation Theory And Research
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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.
Trade And Environment
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Author : Adil Najam
language : en
Publisher:
Release Date : 2007
Trade And Environment written by Adil Najam and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007 with categories.
Negotiating In Organizations
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Author : Max H. Bazerman
language : en
Publisher: SAGE Publications, Incorporated
Release Date : 1983-08
Negotiating In Organizations written by Max H. Bazerman and has been published by SAGE Publications, Incorporated this book supported file pdf, txt, epub, kindle and other format this book has been release on 1983-08 with Business & Economics categories.
Hall and Quinn focus attention on an understudied topic: the significant relationship between organizations and public policy. From national associations to private foundations, organizations are the formulators, implementors, and objects of public policy. This volume recognizes the potential for improving public policy through knowledge of organizational theory.