Items related to Negotiating Rationally
Synopsis
Draws on a study of the irrational behavior of ten thousand executives and student leaders to help managers and negotiators check their personal biases and assumptions in order to reach the best agreements possible. 12,000 first printing.
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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).
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Negotiating Rationally
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Condition: Good. Item in good condition. Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00100848396
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Negotiating Rationally
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Condition: Very Good. Item in very good condition! Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00100708758
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Negotiating Rationally
Seller: Gulf Coast Books, Cypress, TX, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Good. Seller Inventory # 0029019850-3-24673282
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Negotiating Rationally
Seller: Orion Tech, Kingwood, TX, U.S.A.
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hardcover. Condition: Fair. Seller Inventory # 0029019850-4-35625664
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Negotiating Rationally
Seller: World of Books Inc, Montgomery, IL, U.S.A.
Seller rating 2 out of 5 stars
Hardback. Condition: Very Good. Most managers tend to behave irrationally in negotiations, according to the authors of this book. 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' behaviour 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. Seller Inventory # CIN0029019850VG
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Negotiating Rationally
Seller: BooksRun, Philadelphia, PA, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Very Good. With dust jacket. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting. Seller Inventory # 0029019850-11-1-29
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Negotiating Rationally
Seller: Better World Books: West, Reno, NV, U.S.A.
Seller rating 5 out of 5 stars
Condition: Very Good. Pages intact with possible writing/highlighting. Binding strong with minor wear. Dust jackets/supplements may not be included. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Seller Inventory # 2180224-6
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Negotiating Rationally
Seller: Better World Books, Mishawaka, IN, U.S.A.
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Condition: Good. Pages intact with minimal writing/highlighting. The binding may be loose and creased. Dust jackets/supplements are not included. Stock photo provided. Product includes identifying sticker. Better World Books: Buy Books. Do Good. Seller Inventory # 4332327-6
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Negotiating Rationally
Seller: ThriftBooks-Reno, Reno, NV, U.S.A.
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Hardcover. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G0029019850I4N00
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Negotiating Rationally
Seller: ThriftBooks-Phoenix, Phoenix, AZ, U.S.A.
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Hardcover. Condition: Good. No Jacket. Pages can have notes/highlighting. Spine may show signs of wear. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G0029019850I3N00