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谈判中的非理性因素及其规避策略 被引量:2

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摘要 谈判已成为管理者生活和工作中必不可缺的一部分,研究者一直以经济人假设来看待谈判者,但发现某些有积极谈判空间的谈判却屡遭失败,于是人们开始思索非理性因素对谈判的影响。本文阐述了谈判行为决策研究的发展,归纳了影响谈判的非理性因素,并以此为依据,提出了规避非理性因素的策略。
作者 杜伟宇
出处 《商业时代》 北大核心 2007年第3期42-43,共2页 Commercial
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同被引文献4

  • 1(美)迪帕克·马哈拉和马克斯·巴泽曼.谈判天才[M].中国人民大学出版社,2009.
  • 2(美)罗杰·道森.优势谈判[M].重庆出版社,2008.
  • 3Howard Raiffa. The Art and Science of Negotiation [M].London : Cambridge, 1982.
  • 4甘剑锋.非理性因素在实践主体活动中的价值探究[J].理论导刊,2007(11):37-39. 被引量:3

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