Cognition and Rationality in Negotiation

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9780029225158: Cognition and Rationality in Negotiation
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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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Neale, Margaret A., Bazerman, Max H.
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Neale, Margaret A.; Bazerman, Max H.
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Margaret A. Neale; Max H. Bazerman
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