Negotiations and Decision Making

Negotiations and Decision Making
Kategori: Studie
Sprog: Engelsk
ISBN: 9788740955620
Udgivet: 17. februar 2018
Forlag: Saxo Publish
Forfatter: Palle Høy Jakobsen

The negotiation discipline is described including the history of negotiations, negotiation strategies, concepts such ZOPA, BATNA, anchoring and negotiation tricks. The importance of culture, emotions and negotiator profiles for negotiations are outlined. Special descriptions of our decision making processes and influencing factors are included.

A number of negotiation tools are outlined in the book. Finally the book includes two historical case stories with analytical tools included as well as small fictional stories providing examples of negotiation paradoxes.