Negotiations and Decision Making

Research output: Book/ReportBookEducation


The negotiation discipline is described including the history of negotiations, negotiation strategies, concepts such ZOPA, BATNA, anchoring and negotiation tricks. The importance of culture, emotions and negotiator profiles for negotiations are also outlined. Special descriptions of our decision making processes and influencing factors are included as well as a number of negotiation tools are outlined in the book. Finally the book includes two historical case stories with analytical tools included as well as small fictional stories providing examples of negotiation paradoxes.
Original languageEnglish
Place of PublicationKøbenhavn
PublisherAkademisk Forlag
Number of pages214
ISBN (Print)9788750055204
Publication statusPublished - 2019

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