In organizations of the new era, managing requires securing commitment to a course of action - i.e., negotiating - rather than using power to force compliance. Factoring in managers' emotional experience produces new insights about effective managerial negotiation. Traditional approaches to...

Overview -- Introductory Chapter -- Problems in Behavior under Risk : Individual vs. Group Decision Making -- I / Multicriteria Decision Making and Social Choice -- Risky Buying of Huge Quantities Under Time Pressure and Partial Information -- Main Sources of Inaccurate Determination,...