Paul Fisher is the principal of Fisher Mediation in Los Angeles, California, and the co-chair of the Emotional and Psychological Issues in Estate Planning Committee. How many times have you worked with a client who, […]
NEGOTIATIONS WITH SUPPLIERS 1. How to Negotiate Negotiation is a specific skill, grounded in training and experience, which most suppliers expect. There are many negotiating techniques of which some depend on the personality and temperament […]
13 Negotiating Techniques Taught at the Wharton School of Business by Steven G. Blum, author of “Negotiating Your Investments: Use Proven Negotiation Methods to Enrich Your Financial Life“ Life is a series of negotiations. […]
Inattentional blindness is the failure to notice a fully-visible, but unexpected object because attention was engaged on another task, event, or object. This phenomenon is related to but distinct from other failures of visual awareness […]
Abstract Like the first-mover in an ultimatum game, the principal is a first-mover with foreknowledge of the agent’s “rational” best response function. The solution to the “principal’s problem” is to choose a contract that maximizes […]
The Principal’s Moral Hazard: Constraints on the Use of Incentives in Hierarchy Abstract Pure incentive schemes rely on the agent’s self-interest, rather than more coercive control, to motivate subordinates. Yet most organizations, and in particular […]
Style Versus Substance: Multiple Roles of Language Power in Persuasion John R. Sparks University of Dayton Charles S. Areni University of Sydney This research explores how message style influences persuasion in conjunction with message substance. […]
PERSUASION IN THE MARKETPLACE How Theories of Persuasion Apply to Marketing and Advertising L. J. Shrum, Min Liu, Mark Nespoli, and Tina M. Lowrey Persuasion runs indelibly through all aspects of our lives. Some instances […]
By Steve Cohen The power balance between two firms is neutral and If negotiator A has the intention to look after the needs and interests of negotiator B and B has the intention to do […]
Carlos Esplugues Sr. University of Valencia – Faculty of Law August 1, 2012 Festschrift für Rolf Stürner zum 70. Geburtstag, Hrsg. v. Alexander Bruns, Christoph Kern, Joachim Münch, Andreas Piekenbrock, Astrid Stadler u. Dimitrios Tsikrikas […]
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