The Emotional Underbelly of Collaboration: When Politics Collide with Need

Daniel L. Shapiro

Chapter 21 in Negotiation Excellence:Successful Deal Making, 2014, pp 359-370 from World Scientific Publishing Co. Pte. Ltd.

Abstract: The following sections are included:The ProblemDiagnosisA Strategy to Build CooperationTactics: Applying the Core Concerns FrameworkPreliminary EvaluationSummary

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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