Persuasion : the hidden forces that influence negotiations / Jasper Kim.

Format:

Book

Author/Creator:

Kim, Jasper, author.

Series:

Routledge focus on business and management

Language:

English

Subjects (All):

Persuasion (Psychology).

Negotiation.

Physical Description:

x, 98 pages ; 23 cm.

Place of Publication:

Abingdon, Oxon ; New York, NY : Routledge, an imprint of the Taylor & Francis Group, 2018.

Summary:

Persuasion: The Hidden Forces that Influence Negotiations represents the first book of its kind to package and present persuasion principles in an innovative, international, and interdisciplinary fashion. This easy-to-understand book is the culmination of seminal research findings spanning across decades and disciplines--psychology, philosophy, negotiations, decision-making, logic, law, and economics, among others--from leading experts around the world. Persuasion provides a series of short, simple-to-use intellectual tools to go above and beyond merely describing "what to think"--but "how to think" in a persuasion, influence, and negotiation context--across a diverse array of disciplines, sectors, and situations from boardrooms to classrooms for the twenty-first century.

Contents:

Foreword

Part I. Behavioralists: pride and prejudice : 1. Influences: inside the invisible influences of persuasion

2. Judgments: the mind's surprising shortcuts toward judgments

3. Biases: the blind side of hidden biases

4. Perceptions: how perceptions bend realities

Part II. Rationalists: sense and sensibility : 5. Strategies: knowing when to keep calm and carry on

6. Expectations: how to value great expectations

7. Elements: creative ways to supersize the pie

8. Reasonings: making sense of nonsensical statements

Index.

Notes:

Includes bibliographical references and index.

ISBN:

9780815361954

0815361955

OCLC:

1022075854