Cognition and Rationality in Negotiation

著者: Margaret A. Neale, Max H. Bazerman - 1991 被引用: 638

The authors claim that the greatest opportunity to improve negotiation performance lies in focusing on decision-making activities. Deviation from rationality, cognitive errors, assumptions of accuracy, and general noise are all factors that may affect the decision-making process. Identifying the specific changes, stemming from individual behaviour, that are required to improve decision making, results in a more useful description of effective human decision behaviour.