| Titre : |
The role of cognitive biases in negotiation, using and managing cognitive biases to obtain the best possible agreement |
| Type de document : |
Mémoire |
| Auteurs : |
Marc ELRIZ, Auteur |
| Année de publication : |
2021 |
| Importance : |
41 p. |
| Note générale : |
Pour accéder aux fichiers PDF, merci de vous identifier sur le catalogue avec votre compte Office 365 via le bouton CONNEXION en haut de page. |
| Langues : |
Anglais (eng) |
| Mots-clés : |
Management
NEGOCIATION ; TECHNIQUE DE VENTE
|
| Résumé : |
Actual biases that influence our behavior when trying to persuade somebody or when someone wishes to convince us.Cognitive Biases can impact a negotiation from both Negotiator (Sales) and counterpart (Recipient), influencing them at three levels:on the Approach of Negotiating,on the Styles of Negotiating and, finally, the decisions made during the negotiation.Negotiations frames and theories are here to help to get a clearer view on why the counterpart is biased and by what by understanding where is the break into a negotiation relationship and activating the right lever to make it progress. To make the thesis as inclusive as possible this thesis applies to any negotiation and both Sales and recipient sides since they can be both misled and cognitively biases throughout the process. Still, Negotiation and Selling not being exact sciences, it is not sufficient to know perfectly the theories. Negotiation is not about how you negotiate, but how well you do it! |
| Programme : |
MSc International Project Development |
| Permalink : |
https://cataloguelibrary.neoma-bs.fr/index.php?lvl=notice_display&id=538635 |
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The role of cognitive biases in negotiation, using and managing cognitive biases to obtain the best possible agreement / 2021 
