Negotiating Rationally

Business & Finance, Management & Leadership, Negotiating, Nonfiction, Health & Well Being, Psychology, Applied Psychology
Cover of the book Negotiating Rationally by Max H. Bazerman, Free Press
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Author: Max H. Bazerman ISBN: 9781439106839
Publisher: Free Press Publication: January 1, 1994
Imprint: Free Press Language: English
Author: Max H. Bazerman
ISBN: 9781439106839
Publisher: Free Press
Publication: January 1, 1994
Imprint: Free Press
Language: English

In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations.

For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents’ behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations.

For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents’ behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals.

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