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.
- ISBN10 0029225159
- ISBN13 9780029225158
- Publish Date 1 April 1991
- Publish Status Out of Print
- Out of Print 16 December 1999
- Publish Country US
- Publisher Simon & Schuster
- Imprint The Free Press
- Format Hardcover
- Pages 240
- Language English