Ditapis dengan
Psychological influence in negotiation: an introduction long overdue
This article begins with an analysis of the limited extent to which social influence research has penetrated the field of negotiation. The authors argue that one barrier has been that research on social influence focuses almost exclusively on economic or structural levers of influence. With this background, the article seeks to do the following: (a) define the domain of psychological influence …
- Edisi
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- ISBN/ISSN
- 1492063
- Deskripsi Fisik
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- Judul Seri
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- No. Panggil
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When winning is everything
Have you ever made a decision in the heat of competition only to wonder, when faced with the consequences, What was I thinking? Such charged decision making is driven by an adrenaline-fueled emotional state we call competitive arousal. It's all too common in business - and all too often leads to costly mistakes. In this article, we describe the causes of competitive arousal, when it is most lik…
- Edisi
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- ISBN/ISSN
- 178012
- Deskripsi Fisik
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- Judul Seri
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- No. Panggil
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Investigative negotiation
Negotiators often fail to achieve results because they channel too much effort into selling their own position and too little into understanding the other party's perspective. To get the best deal--or, sometimes, any deal at all--negotiators need to think like detectives, digging for information about why the other side wants what it does. This investigative approach entails a mind-set and a me…
- Edisi
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- ISBN/ISSN
- 178012
- Deskripsi Fisik
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- Judul Seri
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- No. Panggil
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Negotiating the impossible : how to break deadlocks and resolve ugly conflict…
Includes bibliographies, index and tables
- Edisi
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- ISBN/ISSN
- 9781626566972
- Deskripsi Fisik
- x, 212 p. ; 24 cm.
- Judul Seri
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- No. Panggil
- 658.4052 MAL n
Karya Umum 
Filsafat 
Agama 
Ilmu-ilmu Sosial 
Bahasa 
Ilmu-ilmu Murni 
Ilmu-ilmu Terapan 
Kesenian, Hiburan, dan Olahraga 
Kesusastraan 
Geografi dan Sejarah