New Approaches to Procurement Negotiation discusses how some of the latest thinking in behavioral psychology suggests ways in which procurement practitioners can improve their negotiation skills. The work of Nobel Prize winner Dr. Daniel Kahneman and others has revolutionized thinking about how people think, react to external stimuli, and make decisions. He won the Nobel Prize for showing that many economic theories were based on the false assumption that humans behave logically. But that fallacy underpins much business thinking, including negotiation theory, where we tend to assume that all parties will within reason behave rationally and logically.
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