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This book is a groundbreaking exploration of the psychological and strategic factors that can lead negotiators to make suboptimal decisions. Drawing on a wide range of case studies and real-world examples, the authors highlight common traps and pitfalls that negotiators should avoid, and provide practical advice for achieving better outcomes. Business professionals and students of negotiation will find this book essential reading.
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The Winner's Curse in Bilateral Negotiations, William Samuelson, Max H. Bazerman
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- Année de publication
- 2023
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