Persuasion : the Hidden Forces That Influence Negotiations.
2018
Items
Details
Author
Kim, Jasper, author.
Title
Persuasion : the Hidden Forces That Influence Negotiations.
Edition
First edition.
Imprint
London : Taylor and Francis, 2018.
Description
1 online resource : text file, PDF.
Series
Routledge focus on business and management.
Formatted Contents Note
Part, I Behavioralists
Pride and prejudice
chapter 1 Influences
Invisible influences of persuasion / Jasper Kim
chapter 2 Judgments
Surprising shortcuts toward judgments / Jasper Kim
chapter 3 Biases
The blind side of hidden biases / Jasper Kim
chapter 4 Perceptions
How perceptions bend realities / Jasper Kim
part, II Rationalists
Sense and sensibility
chapter 5 Strategies
Knowing when to keep calm and carry on / Jasper Kim
chapter 6 Expectations
How to value great expectations / Jasper Kim
chapter 7 Elements
Creative ways to supersize the pie / Jasper Kim
chapter 8 Reasonings
Making sense of nonsensical statements / Jasper Kim.
Pride and prejudice
chapter 1 Influences
Invisible influences of persuasion / Jasper Kim
chapter 2 Judgments
Surprising shortcuts toward judgments / Jasper Kim
chapter 3 Biases
The blind side of hidden biases / Jasper Kim
chapter 4 Perceptions
How perceptions bend realities / Jasper Kim
part, II Rationalists
Sense and sensibility
chapter 5 Strategies
Knowing when to keep calm and carry on / Jasper Kim
chapter 6 Expectations
How to value great expectations / Jasper Kim
chapter 7 Elements
Creative ways to supersize the pie / Jasper Kim
chapter 8 Reasonings
Making sense of nonsensical statements / Jasper Kim.
Summary
"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 esteemed 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."--Provided by publisher.
Source of Description
OCLC-licensed vendor bibliographic record.
Location
www
Linked Resources
Access provided by Berkeley Law Library
Course Lists
Negotiations by Gupta (SPRING 2021)
Negotiations by Landon (SPRING 2024)
Negotiations by Landon (SPRING 2024)
Alternate Title
Taylor & Francis Online
Language
English
ISBN
9781351113717 (e-book)
1351113712
1351113712
Record Appears in
Monographs & Serials
Electronic Resources
Electronic Resources