Negotiation - Shield Against Manipulation: The fallacy of win-win (Paperback) (ISBN-13: 9798863744070)

The book offers an innovative perspective on negotiation, going beyond the traditional win-win approach and emotional techniques. It addresses serious experiments in irrationality, manipulation, and influence to show how susceptible we are to errors if we rely solely on emotion as a guide. The book has a rational focus and demonstrates, through various cases, that the use of logic, statistics, and game theory provides a significant advantage in any negotiation.
The book goes further by associating procrastination and a focus on prevailing conditions in relationships and business negotiations. In it, many examples of negotiations that have become public and business-related are used as a backdrop to present the fundamentals of rationality in real conditions, allowing the reader to associate and interpret their findings in real negotiations, considering that history repeats itself in different contexts and proportions.