Monographie

Persuasion : the hidden forces that influence negotiations / Jasper Kim

Type de contenu
  • Texte
Type de médiation
  • sans médiation
Type de support
  • Volume
Titre(s)
  • Persuasion : the hidden forces that influence negotiations / Jasper Kim
Auteur(s)
Publication
  • London New York (N.Y.) : Routledge, 2018
Description matérielle
  • 1 vol. (X-98 p.) ; 23 cm
Collection
  • Routledge focus on business and management
ISBN
  • 978-0-8153-6195-4
  • 0-8153-6195-5
EAN
  • 9780815361954
Appartient à la collection
  • Routledge focus on business and management (Print) 2475-6369
Classification décimale Dewey
  • 153.852
Note sur les bibliographies et les index
  • Notes bibliogr. Index
Note sur le contenu
  • Foreword Part I. Behavioralists: pride and prejudice : 1. Influences: inside the invisible influences of persuasion 2. Judgments: the mind's surprising shortcuts toward judgments 3. Biases: the blind side of hidden biases 4. Perceptions: how perceptions bend realities Part II. Rationalists: sense and sensibility : 5. Strategies: knowing when to keep calm and carry on 6. Expectations: how to value great expectations 7. Elements: creative ways to supersize the pie 8. Reasonings: making sense of nonsensical statements Index
Résumé ou extrait
  • La p. de garde indique : "Persuasion: The Hidden Forces that Influence Negotiations represents the first book of its kind to package and present persuasion principles in an innovative, international, and interdisciplinary fashion. This easy-to-understand book is the culmination of seminal research findings spanning across decades and disciplines--psychology, philosophy, negotiations, decision-making, logic, law, and economics, among others--from leading experts around the world. Persuasion provides a series of short, simple-to-use intellectual tools to go above and beyond merely describing "what to think"--but "how to think" in a persuasion, influence, and negotiation context--across a diverse array of disciplines, sectors, and situations from boardrooms to classrooms for the twenty-first century."
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