Cognition and rationality in negotiation
著者
書誌事項
Cognition and rationality in negotiation
Free Press , Collier Macmillan Canada , Maxwell Macmillan International, c1991
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注記
Includes bibliographical references (p. 173-197) and index
内容説明・目次
内容説明
The authors claim that the greatest opportunity to improve negotiation performance lies in focusing on decision-making activities. Deviation from rationality, cognitive errors, assumptions of accuracy, and general "noise" are all factors that may affect the decision-making process. Identifying the specific changes, stemming from individual behaviour, that are required to improve decision making, results in a more useful description of effective human decision behaviour.
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