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Лекции флоридского доктора 'The Nature of Negotiations'. Идиотский вордовский формат, зато внутри кратко и без воды: http://www.unf.edu/~bfortado/F_files2_Word.htm
Интересное эмайтишное стади 'Predicting Outcomes From Conversational
Dynamics Within the First 5 Minutes' http://web.mit.edu/curhan/www/docs/Publications/Curhan_Thin_Slices_of_Negotiation.pdf
Cтади об Face threat sensitivity: http://mba.tuck.dartmouth.edu/pages/faculty/judith.white/docs/2004_White_OBHDP.pdf. Ужасно нудное, особенно если сравнивать с эмайтишным, но имеет несколько gems. Рекомендуется таким же невежам, как я, которые не знают что значит аббревиатура FTS вообще.
individuals with high FTS are less likely to be perceived by others as rational
When a person's face is threatened in a negotiation, it can tip the balance of his/her behavior away from cooperation toward competition, resulting in fewer agreements and/or less cooperative agreements.
Интересное эмайтишное стади 'Predicting Outcomes From Conversational
Dynamics Within the First 5 Minutes' http://web.mit.edu/curhan/www/docs/Publications/Curhan_Thin_Slices_of_Negotiation.pdf
Cтади об Face threat sensitivity: http://mba.tuck.dartmouth.edu/pages/faculty/judith.white/docs/2004_White_OBHDP.pdf. Ужасно нудное, особенно если сравнивать с эмайтишным, но имеет несколько gems. Рекомендуется таким же невежам, как я, которые не знают что значит аббревиатура FTS вообще.
individuals with high FTS are less likely to be perceived by others as rational
When a person's face is threatened in a negotiation, it can tip the balance of his/her behavior away from cooperation toward competition, resulting in fewer agreements and/or less cooperative agreements.
Permalink: https://plus.google.com/115290581164606462017/posts/j2M5UVttGpH
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