Making Negotiations Predictable

What Science Tells Us

Authors: De Cremer, David

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About this book

Everybody in business is involved in negotiating internally and externally. The impact of this can have consequences for revenue and profitability, so it is more important than ever to be an effective negotiator for business success. In  Making Negotiations Predictable, two global experts give crucial insights into getting it right.

About the authors

DAVID DE CREMER is Professor of Management at China Europe International Business School (CEIBS), Shanghai, and visiting Professor of Organisational Behaviour at London Business School. He has held visiting appointments at other leading universities, including Harvard University and New York University, and has received many outstanding international awards for his research.

MADAN PILLUTLA is the Mike Salamon term Professor of Organisational Behaviour at London Business School and he is recognized as an expert in the field of negotiation and has taught classes on this topic to various audiences, including senior leaders of multinational corporations in different countries, for over 15 years. He is the director of the Negotiation and Influencing Skills Senior Manager programme at the London Business School, where his negotiation classes are among the most sought-after courses.

Table of contents (9 chapters)

  • Introduction

    Cremer, David (et al.)

    Pages 1-12

  • Negotiation Basics: Structure and Process

    Cremer, David (et al.)

    Pages 13-39

  • Cognitive Errors of Negotiators

    Cremer, David (et al.)

    Pages 40-65

  • Emotions and Intuition

    Cremer, David (et al.)

    Pages 66-80

  • The Impact of Framing on Negotiations

    Cremer, David (et al.)

    Pages 81-100

Buy this book

eBook $34.99
price for USA
  • ISBN 978-1-137-02479-4
  • Digitally watermarked, DRM-free
  • Included format: PDF
  • ebooks can be used on all reading devices
  • Download immediately after purchase
Hardcover $46.00
price for USA
  • ISBN 978-1-137-02478-7
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
Softcover $44.00
price for USA
  • ISBN 978-1-349-43865-5
  • Free shipping for individuals worldwide
  • This title is currently reprinting. You can pre-order your copy now.

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Bibliographic Information

Bibliographic Information
Book Title
Making Negotiations Predictable
Book Subtitle
What Science Tells Us
Authors
Copyright
2012
Publisher
Palgrave Macmillan UK
Copyright Holder
Palgrave Macmillan, a division of Macmillan Publishers Limited
eBook ISBN
978-1-137-02479-4
DOI
10.1057/9781137024794
Hardcover ISBN
978-1-137-02478-7
Softcover ISBN
978-1-349-43865-5
Edition Number
1
Number of Pages
V, 178
Topics