| Negotiating Rationally Revised Edition Contributor(s): Bazerman, Max H. (Author) |
|
 |
ISBN: 0029019869 ISBN-13: 9780029019863 Publisher: Free Press OUR PRICE: $17.09 Product Type: Paperback - Other Formats Published: January 1994 Annotation: 'Based on gobs of evidence with real managers, the authors not only identify common errors that many negotiators make, but offer sage prescriptive advice on how you can avoid such errors yourself and perhaps exploit the errors of others.' |
| Additional Information |
| BISAC Categories: - Business & Economics | Negotiating - Business & Economics | Leadership - Business & Economics | Entrepreneurship |
| Dewey: 658.4 |
| LCCN: 91-34205 |
| Physical Information: 0.52" H x 6.22" W x 9.2" (0.54 lbs) 196 pages |
| Descriptions, Reviews, Etc. |
| Publisher Description: 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. |
Contributor Bio(s): Bazerman, Max H.: - Max H. Bazerman is the J. J. Gerber Distinguished Professor of Dispute Resolution and Organizations and Margaret A. Neale is the H. L. and Helen Kellogg Distinguished Professor of Dispute Resolution and Organizations at the J. L. Kellogg Graduate School of Management at Northwestern University. They are coauthors of Cognition and Rationality in Negotiation. |