Persuasion

The Hidden Forces That Influence Negotiations
1. Auflage 2019
ISBN: 978-0-367-37569-0
Verlag: Routledge

Buch, Englisch, 112 Seiten, Format (B × H): 140 mm x 216 mm, Gewicht: 152 g

Reihe: Routledge Focus on Business and Management

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 esteemed 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.

Autoren/Hrsg.

Kim, Jasper

Fachgebiete

• Interdisziplinäres Wissenschaften Wissenschaften Interdisziplinär Regionalwissenschaften, Regionalstudien
• Sozialwissenschaften Soziologie | Soziale Arbeit Spezielle Soziologie Stadt- und Regionalsoziologie

Inhaltsverzeichnis

Foreword

Part I Behaviouralists: 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

Über Autor(innen)

Jasper Kim, JD/MBA, is a lawyer, former investment banker, director of the Center for Conflict Management, and faculty at Ewha Womans University. He was a visiting scholar at Harvard University and Stanford University. Jasper Kim received negotiation training at Harvard Law School and graduate economics training at the London School of Economics. He has published in dozens of academic journals, consulted and trained leading global organizations, and has been featured in major media outlets including the BBC, Bloomberg, CNBC, CNN, Forbes, and the Wall Street Journal. Learn more at jasperkim.com.