Negotiation Neuroscience

The Brain Science Behind Business Deals
2024
ISBN: 978-3-031-69753-1
Verlag: Springer Nature Switzerland

Buch, Englisch, 187 Seiten, HC runder Rücken kaschiert, Format (B × H): 160 mm x 241 mm, Gewicht: 471 g

The book delves into the fascinating intersection of neuroscience and negotiation, offering a groundbreaking exploration into how our brains influence and are influenced by the negotiation process. With an emphasis on practical application, this book is designed to equip readers with a deep understanding of the neurological mechanisms during negotiations, empowering them to optimize their approach and achieve better outcomes in business deals. Structured for both accessibility and depth, the book begins with an exploration of the fundamental principles of negotiation neuroscience, providing readers with a solid foundation of knowledge. It then progresses to more advanced topics, such as the role of emotions, cognitive biases, and decision-making processes in negotiations. Each chapter is rich with real-world examples, case studies, and practical tips, ensuring readers can immediately apply their newfound insights to their negotiation scenarios. In today's rapidly evolving business landscape, where successful negotiation skills are essential for navigating complex deals and relationships, understanding the neuroscience behind negotiation is more crucial than ever.

Zielgruppe

Professional/practitioner

Autoren/Hrsg.

Addimando, Federico

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Management Strategisches Management
• Interdisziplinäres Wissenschaften Wissenschaften Interdisziplinär Neurowissenschaften, Kognitionswissenschaft
• Sozialwissenschaften Psychologie Psychologische Disziplinen Wirtschafts-, Arbeits- und Organisationspsychologie

Inhaltsverzeichnis

Chapter 1 Introduction to Negotiation Neuroscience.- Chapter 2 Fundamentals of Neuroscience.- Chapter 3 Emotional Intelligence in Negotiation.- Chapter 4 Cognitive Biases and Their Impact on Negotiation.- Chapter 5 The Neuroscience of Persuasion.- Chapter 6 Stress, Anxiety, and Performance in Negotiations.- Chapter 7 The Role of Memory in Negotiation.- Chapter 8 Decision-Making Processes in Negotiations.- Chapter 9 Influencing Group Dynamics in Negotiation.- Chapter 10 The Future of Negotiation Neuroscience.

Über Autor(innen)

Federico Addimando, born in Milan on 6 October 1987. After graduating in political science and international relations, he became CEO of MF International, a business consultancy and brokerage company. In 2018, he founded Fairingo, the first platform in the world to offer 360° services in the international trade fair sector. He is currently a teacher at the CC Academy, Milan, Italy.