9780815361954 hardcover 0815361955 hardcover 9781351113717 electronic book
Routledge focus on business and management.
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.
Bibliography, etc. Note
Includes bibliographical references and index.
Formatted Contents Note
Foreword Part I. Behavioralists: pride and prejudice. 1. Influences: invisible influences of persuasion 2. Judgments: 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.