Nonfiction | Business & Investing

Negotiating Rationally

by Max H. Bazerman

2020-08-23 13:53:39

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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 fai... Read more
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. Less

Book Details

File size9.2x6.22x0.52inches
Print pages196
PublisherFree Press
Publication date January 1, 1994
LanguageEnglish
ISBN9780029019863
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Max H. Bazerman
Author
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