Cremer, David
Making Negotiations Predictable
Table of contents
1. Introduction
David Cremer, Madan M. Pillutla
2. Negotiation Basics: Structure and Process
David Cremer, Madan M. Pillutla
3. Cognitive Errors of Negotiators
David Cremer, Madan M. Pillutla
4. Emotions and Intuition
David Cremer, Madan M. Pillutla
5. The Impact of Framing on Negotiations
David Cremer, Madan M. Pillutla
6. Trust and Distrust
David Cremer, Madan M. Pillutla
7. Power
David Cremer, Madan M. Pillutla
8. Fairness
David Cremer, Madan M. Pillutla
9. The ‘Moving Forward to Agreements’ Survey
David Cremer, Madan M. Pillutla
Keywords: Business and Management, Operation Research/Decision Theory, International Business, Business Strategy/Leadership, Business Ethics, Management, Human Resource Management
- Author(s)
- Cremer, David
- Pillutla, Madan M.
- Publisher
- Springer
- Publication year
- 2012
- Language
- en
- Edition
- 1
- Page amount
- 183 pages
- Category
- Economy
- Format
- Ebook
- eISBN (PDF)
- 9781137024794
- Printed ISBN
- 978-1-349-43865-5
