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Cognition and Rationality in Negotiation

by Margaret Ann Neale , Max H. Bazerman

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📖 The Scoop

Scholars of dispute resolution and organizations at Northwestern University draw on their ten years of research to extend earlier studies of the role of cognition in negotiation. They emphasize the importance of concentrating on the opponents' judgement of their options and strategies. Annotation copyrighted by Book News, Inc., Portland, OR

Genre: Education / Decision-Making & Problem Solving (fancy, right?)

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