Negotiating Rationally
Type
Book
Authors
ISBN 10
0029019869
ISBN 13
9780029019863
Category
Unknown
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Publication Year
1994
Publisher
Pages
196
Subject
Negotiation. Negotiation in business.
Abstract
In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations. 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. - from Amazon
Description
Part One: Common Mistakes in Negotiation -- Part Two: A Rational Framework for Negotiation -- Simplifying Complex Negotiations.
Biblio Notes
Includes bibliographical references (pages 177-191) and index.
Number of Copies
1
