These papers deal with the concept of negotiation. Interlocutors engage in negotiations about every aspect of their interaction such as topics, social relationships, emotion and identity, and they use different means such as irony, silence and concessive constructions.
In situations requiring careful judgment, every individual is influenced by their own biases to some extent. With Bazerman's new seventh edition, readers can quickly learn how to overcome those biases to make better managerial decisions. The book examines judgment in a variety o…
Persuade others to do what you want for their own reasons. If you need the best practices and ideas for making deals that work but don't have time to find them this book is for you. Here are 10 inspiring and useful perspectives, all in one place. This collection of "HBR" article…
Negotiation is a critical skill needed for effective management. "Negotiation: Readings, Exercises, and Cases, 5/e" takes an experiential approach and explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and …
Dynamic pricing and online auctions are emerging as the preferred models for e-business. Forrester Research predicts that business-to-business Internet auctions will grow to 52.6 billion dollars by 2002, while dynamically priced business-to-business transactions will rise to 88 …
Offers advice on how to negotiate with difficult people, showing readers how to stay cool under pressure, disarm an adversary, and stand up for themselves without provoking opposition.
