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Naiveté and Cynicism in Negotiations and Other Competitive Contexts
Decision Choices and Conditions Negotiation Behavior Cognition and Thinking Perspective Trust
2015/4/24
A wealth of literature documents how the common failure to think about the self-interests of others contributes to suboptimal outcomes. Yet sometimes, an excess of cynicism appears to lead us to over-...
Gender in Job Negotiations:A Two-Level Game
Negotiation Jobs and Positions Game Theory Gender Characteristics
2015/4/22
We propose a two-level-game (Putnam, 1988) perspective on gender in job negotiations. At Level 1, candidates negotiate with the employers. At Level 2, candidates negotiate with domestic partners. In o...
Beyond Gender and Negotiation to Gendered Negotiations
Negotiation Organizational Culture Gender Characteristics
2015/4/21
Where do we start if we are interested in understanding how gender plays out in negotiations that take place within organizations? Do we start with women and men and explore their individual differenc...