Persuasion: The Hidden Forces That Influence Negotiations, 1st Edition (Hardback) book cover


The Hidden Forces That Influence Negotiations, 1st Edition

By Jasper Kim


98 pages | 5 B/W Illus.

Purchasing Options:$ = USD
Hardback: 9780815361954
pub: 2018-03-27
SAVE ~$12.00
eBook (VitalSource) : 9781351113717
pub: 2018-03-28
from $12.50

FREE Standard Shipping!


Persuasion: The Hidden Forces That Influence Negotiations represents the first book of its kind to package and present persuasion principles in an innovative, international, and interdisciplinary fashion.

This easy-to-understand book is the culmination of seminal research findings spanning across decades and disciplines – psychology, philosophy, negotiations, decision-making, logic, law, and economics, among others – from esteemed experts around the world. Persuasion provides a series of short, simple-to-use intellectual tools to go above and beyond merely describing "what to think"– but "how to think" in a persuasion, influence, and negotiation context –across a diverse array of disciplines, sectors, and situations from boardrooms to classrooms for the twenty-first century.

Table of Contents


Part I Behaviouralists: Pride and Prejudice

1. Influences: Inside the invisible influences of persuasion

2. Judgments: The mind’s surprising shortcuts toward judgments

3. Biases: The blind side of hidden biases

4. Perceptions: How perceptions bend realities

Part II Rationalists: Sense and Sensibility

5. Strategies: Knowing when to keep calm and carry on

6. Expectations: How to value great expectations

7. Elements: Creative ways to supersize the pie

8. Reasonings: Making sense of nonsensical statements


About the Author

Jasper Kim, JD/MBA, is a lawyer, former investment banker, director of the Center for Conflict Management, and faculty at Ewha Womans University. He was a visiting scholar at Harvard University and Stanford University. Jasper Kim received negotiation training at Harvard Law School and graduate economics training at the London School of Economics. He has published in dozens of academic journals, consulted and trained leading global organizations, and has been featured in major media outlets including the BBC, Bloomberg, CNBC, CNN, Forbes, and the Wall Street Journal. Learn more at

About the Series

Routledge Focus on Business and Management

The fields of business and management have grown exponentially as areas of research and education. This growth presents challenges for readers trying to keep up with the latest important insights. Routledge Focus on Business and Management presents small books on big topics and how they intersect with the world of business research.

Individually, each title in the series provides coverage of a key academic topic, whilst collectively, the series forms a comprehensive collection across the business disciplines.

Learn more…

Subject Categories

BISAC Subject Codes/Headings:
SOCIAL SCIENCE / Regional Studies