Making Negotiations Predictable

1. Front Matter

   Pages i-v

   PDF

2. Introduction

   • David De Cremer, Madan M. Pillutla

   Pages 1-12

3. Negotiation Basics: Structure and Process

   • David De Cremer, Madan M. Pillutla

   Pages 13-39

4. Cognitive Errors of Negotiators

   • David De Cremer, Madan M. Pillutla

   Pages 40-65

5. Emotions and Intuition

   • David De Cremer, Madan M. Pillutla

   Pages 66-80

6. The Impact of Framing on Negotiations

   • David De Cremer, Madan M. Pillutla

   Pages 81-100

7. Trust and Distrust

   • David De Cremer, Madan M. Pillutla

   Pages 101-117

8. Power

   • David De Cremer, Madan M. Pillutla

   Pages 118-135

9. Fairness

   • David De Cremer, Madan M. Pillutla

   Pages 136-143

10. The ‘Moving Forward to Agreements’ Survey

    • David De Cremer, Madan M. Pillutla

    Pages 144-154

11. Back Matter

    Pages 155-178

    PDF

Everybody in business is involved in negotiating internally and externally. The impact of this can have consequences for revenue and profitability, so it is more important than ever to be an effective negotiator for business success. In  Making Negotiations Predictable, two global experts give crucial insights into getting it right.

• business
• Personal
• trust

• China Europe International Business School (CEIBS), China

  David Cremer

• London Business School (LBS), UK

  Madan M. Pillutla

DAVID DE CREMER is Professor of Management at China Europe International Business School (CEIBS), Shanghai, and visiting Professor of Organisational Behaviour at London Business School. He has held visiting appointments at other leading universities, including Harvard University and New York University, and has received many outstanding international awards for his research.

MADAN PILLUTLA is the Mike Salamon term Professor of Organisational Behaviour at London Business School and he is recognized as an expert in the field of negotiation and has taught classes on this topic to various audiences, including senior leaders of multinational corporations in different countries, for over 15 years. He is the director of the Negotiation and Influencing Skills Senior Manager programme at the London Business School, where his negotiation classes are among the most sought-after courses.

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