Screen LibraryMaking negotiations predictable : what science tells us? /
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| Main Authors: | |
|---|---|
| Group Author: | |
| Published: |
Palgrave Macmillan,
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| Publisher Address: | Houndmills, Basingstoke, Hampshire ; New York, NY : |
| Publication Dates: | 2012. |
| Literature type: | Book |
| Language: | English |
| Subjects: | |
| Carrier Form: | v, 178 pages : illustrations ; 24 cm |
| Bibliography: | Includes bibliographical references (pages 155-166) and index. |
| ISBN: |
9781137024787 : 113702478X |
| Index Number: | BF637 |
| CLC: | C912.35 |
| Call Number: | C912.35/D298 |
| Contents: | Introduction -- Negotiation basics: structure and process -- Cognitive errors of negotiators -- Emotions and intuition -- The impact of framing on negotiations -- Trust and distrust -- Power -- Fairness -- 'Moving forward to agreements' survey. |