Schneider, Andrea Kupfer. <br/><br/>
The impact of psychological factors on bargaining interactions  [electronic resource] / 
Andrea Kupfer Schneider. 
 - London :  Henry Stewart Talks,  2011. 
 - 1 online resource (1 streaming video file (22 min.) :  color, sound). 
 - Negotiations and bargaining : how to get what you want when you interact with others .
 - Henry Stewart talks.  Marketing & management collection.  Negotiations and bargaining .
<br/><br/> Animated audio-visual presentation with synchronized narration.  Title from title frames. 
<br/><br/>Contents: Psychological barriers to negotiation -- Endowment effect and its impact on negotiation -- Loss Aversion and its impact on negotiation -- Anchoring and its impact on negotiation -- Overconfidence bias and its impact on negotiation -- Zero-sum bias and its impact on negotiation -- Reactive devaluation and its impact on negotiation. 
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<br/><br/><label>Publisher. No.: </label>3091  Henry Stewart Talks 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation--Psychological aspects.