Making Negotiations Predictable PDF ePub eBook

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Making Negotiations Predictable free pdf Negotiation is an everyday activity that everyone, knowingly or unknowingly, engages in. The impact of negotiating can be very significant for revenues and profitability of organizations and individuals. It is also an important determinant of the sustainability of any kind of relationship. Therefore it is important to be an effective negotiator and everybody has the potential to be one. This book will provide crucial insights into how you can become a great negotiator, by discussing the science and psychology of negotiation techniques. It is a given that many of our negotiations do not always turn out the way we expect. Although for many of us, negotiations are best approached by employing rational procedures, real life shows us the need to understand seemingly irrational behaviours that result in suboptimal outcomes. Most negotiators remain blind to what really motivates them and the other parties in the negotiation. Why? We discuss the biases that prevent us from achieving this understanding. By understanding the psychology of negotiators and the negotiation process, we can make negotiations more predictable and profitable.

About David De Cremer

DAVID DE CREMER is Professor of Management at China Europe International Business School (CEIBS), Shanghai, and visiting Professor of Organisational Behaviour at London Business School. He has held visiting appointments at other leading universities, including Harvard University and New York University, and has received many outstanding international awards for his research. MADAN PILLUTLA is the Mike Salamon term Professor of Organisational Behaviour at London Business School and he is recognized as an expert in the field of negotiation and has taught classes on this topic to various audiences, including senior leaders of multinational corporations in different countries, for over 15 years. He is the director of the Negotiation and Influencing Skills Senior Manager programme at the London Business School, where his negotiation classes are among the most sought-after courses.

Details Book

Author : David De Cremer
Publisher : Palgrave Macmillan
Data Published : 11 December 2012
ISBN : 113702478X
EAN : 9781137024787
Format Book : PDF, Epub, DOCx, TXT
Number of Pages : 184 pages
Age + : 15 years
Language : English
Rating :

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