Cognition And Rationality In Negotiation PDF Download
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| Author | : Margaret Ann Neale |
| Publisher | : |
| Total Pages | : 232 |
| Release | : 1991 |
| Genre | : Education |
| ISBN | : |
Download Cognition and Rationality in Negotiation Book in PDF, ePub and Kindle
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
| Author | : Max H. Bazerman |
| Publisher | : Simon and Schuster |
| Total Pages | : 196 |
| Release | : 1994-01-01 |
| Genre | : Business & Economics |
| ISBN | : 1439106835 |
Download Negotiating Rationally Book in PDF, ePub and Kindle
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.
| Author | : Max H Bazerman |
| Publisher | : Legare Street Press |
| Total Pages | : 0 |
| Release | : 2023-07-18 |
| Genre | : |
| ISBN | : 9781019502167 |
Download Negotiator Cognition Book in PDF, ePub and Kindle
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.
| Author | : Francesco Aquilar |
| Publisher | : Springer Science & Business Media |
| Total Pages | : 188 |
| Release | : 2007-10-05 |
| Genre | : Psychology |
| ISBN | : 0387713808 |
Download Psychological Processes in International Negotiations Book in PDF, ePub and Kindle
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.
| Author | : Michele J. Gelfand |
| Publisher | : Stanford University Press |
| Total Pages | : 478 |
| Release | : 2004 |
| Genre | : Business & Economics |
| ISBN | : 0804745862 |
Download The Handbook of Negotiation and Culture Book in PDF, ePub and Kindle
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.
| Author | : Bilyana Martinovsky |
| Publisher | : Springer |
| Total Pages | : 225 |
| Release | : 2015-07-01 |
| Genre | : Psychology |
| ISBN | : 9401799636 |
Download Emotion in Group Decision and Negotiation Book in PDF, ePub and Kindle
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.
| Author | : Max H Bazerman |
| Publisher | : Legare Street Press |
| Total Pages | : 0 |
| Release | : 2023-07-18 |
| Genre | : |
| ISBN | : 9781021260178 |
Download Negotiator Cognition Book in PDF, ePub and Kindle
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.
| Author | : Rajesh Kumar |
| Publisher | : |
| Total Pages | : 230 |
| Release | : 1989 |
| Genre | : Negotiation in business |
| ISBN | : |
Download Affect, Cognition and Decision Making in Negotiation Book in PDF, ePub and Kindle
| Author | : D. Marc Kilgour |
| Publisher | : Springer Science & Business Media |
| Total Pages | : 473 |
| Release | : 2010-08-02 |
| Genre | : Mathematics |
| ISBN | : 9048190975 |
Download Handbook of Group Decision and Negotiation Book in PDF, ePub and Kindle
Publication of the Handbook of Group Decision and Negotiation marks a milestone in the evolution of the group decision and negotiation (GDN) eld. On this occasion, editors Colin Eden and Marc Kilgour asked me to write a brief history of the eld to provide background and context for the volume. They said that I am in a good position to do so: Actively involved in creating the GDN Section and serving as its chair; founding and leading the GDN journal, Group Decision and Negotiation as editor-in-chief, and the book series, “Advances in Group Decision and Negotiation” as editor; and serving as general chair of the GDN annual meetings. I accepted their invitation to write a brief history. In 1989 what is now the Institute for Operations Research and the Management Sciences (INFORMS) established its Section on Group Decision and Negotiation. The journal Group Decision and Negotiation was founded in 1992, published by Springer in cooperation with INFORMS and the GDN Section. In 2003, as an ext- sion of the journal, the Springer book series, “Advances in Group Decision and Negotiation” was inaugurated.
| Author | : Henner Gimpel |
| Publisher | : Springer Science & Business Media |
| Total Pages | : 242 |
| Release | : 2008-02-05 |
| Genre | : Computers |
| ISBN | : 3540775544 |
Download Negotiation, Auctions, and Market Engineering Book in PDF, ePub and Kindle
This book contains a selection of papers presented at the International Seminar "Negotiation and Market Engineering", held at Dagstuhl Castle, Germany, in November 2006. The 17 revised full papers presented were carefully selected and reviewed. The papers deal with the complexity of negotiations, auctions, and markets as economic, social, and IT systems. The authors give a broad overview on the major issues to be addressed and the methodologies used to approach them.
