Making Negotiations Predictable

David Cremer and Madan M. Pillutla
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David Cremer: China Europe International Business School (CEIBS)
Madan M. Pillutla: London Business School (LBS)

in Palgrave Macmillan Books from Palgrave Macmillan

Date: 2012
ISBN: 978-1-137-02479-4
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Chapters in this book:

Ch Chapter 1 Introduction

David Cremer and Madan M. Pillutla

Ch Chapter 2 Negotiation Basics: Structure and Process

David Cremer and Madan M. Pillutla

Ch Chapter 3 Cognitive Errors of Negotiators

David Cremer and Madan M. Pillutla

Ch Chapter 4 Emotions and Intuition

David Cremer and Madan M. Pillutla

Ch Chapter 5 The Impact of Framing on Negotiations

David Cremer and Madan M. Pillutla

Ch Chapter 6 Trust and Distrust

David Cremer and Madan M. Pillutla

Ch Chapter 7 Power

David Cremer and Madan M. Pillutla

Ch Chapter 8 Fairness

David Cremer and Madan M. Pillutla

Ch Chapter 9 The ‘Moving Forward to Agreements’ Survey

David Cremer and Madan M. Pillutla

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Persistent link: https://EconPapers.repec.org/RePEc:pal:palbok:978-1-137-02479-4

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DOI: 10.1057/9781137024794

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