Persuasion : the hidden forces that influence negotiations / Jasper Kim.
2018
BF637.P4 K476 2018
Available at Course Reserve
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Details
Author
Title
Persuasion : the hidden forces that influence negotiations / Jasper Kim.
Imprint
Abingdon, Oxon ; New York, NY : Routledge, 2018.
Copyright
©2018.
Description
x, 98 pages ; 23 cm.
Series
Routledge focus on business and management.
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.
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.
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 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.
Location
STA
Course Lists
Negotiations by Kostant (Spring 2020)
Negotiations by Epstein (SPRING 2023)
Negotiations by Landon (SPRING 2024)
Negotiations by various (SPRING 2025)
Negotiations by Epstein (SPRING 2023)
Negotiations by Landon (SPRING 2024)
Negotiations by various (SPRING 2025)
Call Number
BF637.P4 K476 2018
Language
English
ISBN
9780815361954 hardcover
0815361955 hardcover
9781351113717 electronic book
0815361955 hardcover
9781351113717 electronic book
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