The Invisible Game: The Secrets and the Science of Winning Minds and Winning Deals (Mueller Kai-Markus)(Pevná vazba)

Over 75% of managers describe their decision-making as situational and intuitive, "judgment calls" rather than objective reasoning based on hard facts.i The invisible underlying processes that drive these judgment calls have become one of the most popular and fascinating business topics of the 21st century, as numerous best-selling books and Nobel Prizes attest. The problem is that no one has yet shown businesspeople how to apply those insights in ways that give them a lasting edge in high-stakes decision-making, such as negotiations. The Invisible Game fills that void. Our book serves a huge market and a huge need by giving businesspeople their first practical, accessible way to internalize and apply fascinating psychological mechanisms - such as heuristics and biases - to their own advantage. Every sales negotiation takes place on two gameboards: the visible and the
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