Negotiating Rationally NR

Negotiating Rationally

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About the Book
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.
About the Author: 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 co-authors of "Cognition and Rationality in Negotiation" (Free Press, 1991).

Book Details
ISBN-13: 9780029019863
Publisher: Free Press
Publisher Imprint: Free Press
Depth: 19
Height: 234 mm
No of Pages: 196
Series Title: English
Weight: 245 gr
ISBN-10: 0029019869
Publisher Date: 01 Jan 1994
Binding: Paperback
Edition: Reprint
Language: English
Returnable: Y
Spine Width: 13 mm
Width: 158 mm
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