Макс Базерман

Гений переговоров


Скачать книгу

Gain (Free Press).

      2

      Адаптировано Д. Малхотра (2005 г.). Hamilton Real Estate: Confidential Role Information for the Executive VP of Pearl Investments (SELLER). Harvard Business School Exercise 905–053. Available, along with the Role Information for "Buyer" and a Teaching Note, from Harvard Business School Publishing.

      3

      Fisher, R., and Ury, W. (1981). Getting to Yes. Boston: Houghton Mifflin.Фишер Р., Юри У., Паттон Б. Переговоры без поражения. – М.: Манн, Иванов, Фербер, 2018. 272 с. 4. Northcraft, G. B., and Neale, M. A. (1987). Experts, Amateurs, and Real Estate: An Anchoring-and-Adjustment Perspective on Property Pricing Decisions. Organizational Behavior & Human Decision Processes, 39 (1), 84–97.

      4

      Malhotra, D. (2004). Trust and Reciprocity Decision: The Differing Perspectives of Trustors and Trusted Parties. Organizational Behavior and Human Decision Processes, 94: 61–73.

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