Physiology in Negotiations

Smrithi Prasad and Jayanth Narayanan

Chapter 14 in Negotiation Excellence:Successful Deal Making, 2014, pp 241-254 from World Scientific Publishing Co. Pte. Ltd.

Abstract: The following sections are included:IntroductionPhysiology PrimerCompetitionCooperationConclusionAppendix: Glossary of the Physiological Terms Used

Keywords: Negotiation; Persuasion; Trust Building; Judgment Bias; Decision Making; Renault–Nissan Alliance; Arcelor and Mittal Steel Merger; Kraft Foods; Cadbury PLC; Walt Disney; Komatsu; Dresser (search for similar items in EconPapers)
Date: 2014
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