Persuasion [Hardcover]

Persuasion: The Hidden Forces That Influence Negotiationsrepresents the first book of its kind to package and present persuasion principles in an innovative, international, and interdisciplinary fashion.

This easy-to-understand book is the culmination of seminal research findings spanning across decades and disciplines  psychology, philosophy, negotiations, decision-making, logic, law, and economics, among others  from esteemed experts around the world. Persuasionprovides a series of short, simple-to-use intellectual tools to go above and beyond merely describing what to think  but how to think in a persuasion, influence, and negotiation context across a diverse array of disciplines, sectors, and situations from boardrooms to classrooms for the twenty-first century.

Foreword

Part I Behaviouralists: Pride and Prejudice
1. Influences: Inside the invisible influences of persuasion
2. Judgments: The minds surprising shortcuts toward judgments
3. Biases: The blind side of hidden biases
4. Perceptions: How perceptions bend realities

Part II Rationalists: Sense and Sensibility
5. Strategies: Knowing when to keep calm and carry on
6. Expectations: How to value great expectations
7. Elements: Creative ways to supersize the pie
8. Reasonings: Making sense of nonsensical statements

Index

Jasper Kim, JD/MBA, is a lawyer, former investment banker, director of the Center for Conflict Management, and faculty at Ewha Womans University. He was a visiting scholar at Harvard University and Stanford University. Jasper Kim received negotiation training at Harvard Law School and graduate economics training at the London School of Economics. He has published in dozens of academic journals, consulted and trained leading global organizations, and has been featul³'