Behavioral Economics in Deal-making

Keld Jensen

Chapter Chapter 2 in The Trust Factor, 2013, pp 13-32 from Palgrave Macmillan

Abstract: Abstract In commercial transactions, optimized outcomes are measured financially—more gross revenue, increased profit margins, greater percentage of market share, and so forth. In personal relations, optimized outcomes are measured in better understanding, less conflict, and more collaboration. Regardless of the kind of transaction in which you are involved—as a CEO, a procurement officer, a sales director, or a dad or mom—the optimized outcomes are achieved atop a three-legged stool (Figure 2.1). The legs of that stool are: Trust Negotiation competency Behavioral economics

Date: 2013
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-33368-1_2

Ordering information: This item can be ordered from
http://www.palgrave.com/9781137333681

DOI: 10.1057/9781137333681_2

Access Statistics for this chapter

More chapters in Palgrave Macmillan Books from Palgrave Macmillan
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().