Negotiating Rationally

3.78 avg rating
( 161 ratings by Goodreads )
 
9780029019863: Negotiating Rationally
View all copies of this ISBN edition:
 
 

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.

"synopsis" may belong to another edition of this title.

From the Back Cover:

'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.'

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 coauthors of Cognition and Rationality in Negotiation.

"About this title" may belong to another edition of this title.

Buy New View Book
List Price: US$ 18.00
US$ 3.99

Convert currency

Shipping: US$ 6.00
From Canada to U.S.A.

Destination, rates & speeds

Add to Basket

Other Popular Editions of the Same Title

9780029019856: Negotiating Rationally

Featured Edition

ISBN 10:  0029019850 ISBN 13:  9780029019856
Publisher: Free Press, 1992
Hardcover

Top Search Results from the AbeBooks Marketplace

1.

Bazerman, Max H.
Published by Free Press 1993-01-01 (1993)
ISBN 10: 0029019869 ISBN 13: 9780029019863
New Paperback Quantity Available: 9
Seller:
BookOutlet
(Thorold, ON, Canada)
Rating
[?]

Book Description Free Press 1993-01-01, 1993. Paperback. Condition: New. Paperback. Publisher overstock, may contain remainder mark on edge. Seller Inventory # 9780029019863B

More information about this seller | Contact this seller

Buy New
US$ 3.99
Convert currency

Add to Basket

Shipping: US$ 6.00
From Canada to U.S.A.
Destination, rates & speeds

2.

Bazerman, Max H.; Neale, Margaret
Published by Free Press
ISBN 10: 0029019869 ISBN 13: 9780029019863
New PAPERBACK Quantity Available: 1
Seller:
Orion Tech
(Grand Prairie, TX, U.S.A.)
Rating
[?]

Book Description Free Press. PAPERBACK. Condition: New. 0029019869 . Seller Inventory # Z0029019869ZN

More information about this seller | Contact this seller

Buy New
US$ 13.63
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

3.

Bazerman, Max H.
ISBN 10: 0029019869 ISBN 13: 9780029019863
New Quantity Available: 9
Seller:
Pbshop
(Wood Dale, IL, U.S.A.)
Rating
[?]

Book Description 1994. PAP. Condition: New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. Seller Inventory # IB-9780029019863

More information about this seller | Contact this seller

Buy New
US$ 9.65
Convert currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, rates & speeds

4.

Bazerman, Max H.
ISBN 10: 0029019869 ISBN 13: 9780029019863
New Quantity Available: 1
Seller:
Paperbackshop-US
(Wood Dale, IL, U.S.A.)
Rating
[?]

Book Description 1994. PAP. Condition: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Seller Inventory # KB-9780029019863

More information about this seller | Contact this seller

Buy New
US$ 9.90
Convert currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, rates & speeds

5.

BAZERMAN
Published by Simon and Schuster
ISBN 10: 0029019869 ISBN 13: 9780029019863
New Quantity Available: > 20
Seller:
INDOO
(Avenel, NJ, U.S.A.)
Rating
[?]

Book Description Simon and Schuster. Condition: New. Brand New. Seller Inventory # 0029019869

More information about this seller | Contact this seller

Buy New
US$ 10.47
Convert currency

Add to Basket

Shipping: US$ 3.60
Within U.S.A.
Destination, rates & speeds

6.

Max H. Bazerman
Published by Simon Schuster Ltd, United Kingdom (1994)
ISBN 10: 0029019869 ISBN 13: 9780029019863
New Paperback Quantity Available: 1
Seller:
Book Depository International
(London, United Kingdom)
Rating
[?]

Book Description Simon Schuster Ltd, United Kingdom, 1994. Paperback. Condition: New. Revised ed.. Language: English . Brand New 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. Seller Inventory # AAS9780029019863

More information about this seller | Contact this seller

Buy New
US$ 14.53
Convert currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, rates & speeds

7.

Max H. Bazerman
Published by Simon Schuster Ltd, United Kingdom (1994)
ISBN 10: 0029019869 ISBN 13: 9780029019863
New Paperback Quantity Available: 10
Seller:
Book Depository hard to find
(London, United Kingdom)
Rating
[?]

Book Description Simon Schuster Ltd, United Kingdom, 1994. Paperback. Condition: New. Revised ed.. Language: English . This book usually ship within 10-15 business days and we will endeavor to dispatch orders quicker than this where possible. Brand New 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. Seller Inventory # BZV9780029019863

More information about this seller | Contact this seller

Buy New
US$ 14.73
Convert currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, rates & speeds

8.

Max H. Bazerman
Published by Simon Schuster Ltd, United Kingdom (1994)
ISBN 10: 0029019869 ISBN 13: 9780029019863
New Paperback Quantity Available: 1
Seller:
The Book Depository
(London, United Kingdom)
Rating
[?]

Book Description Simon Schuster Ltd, United Kingdom, 1994. Paperback. Condition: New. Revised ed.. Language: English . Brand New 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. Seller Inventory # AAS9780029019863

More information about this seller | Contact this seller

Buy New
US$ 14.87
Convert currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, rates & speeds

9.

Max H. Bazerman
Published by Free Press (1994)
ISBN 10: 0029019869 ISBN 13: 9780029019863
New Paperback Quantity Available: 1
Seller:
Ergodebooks
(RICHMOND, TX, U.S.A.)
Rating
[?]

Book Description Free Press, 1994. Paperback. Condition: New. Reprint. Seller Inventory # DADAX0029019869

More information about this seller | Contact this seller

Buy New
US$ 12.59
Convert currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, rates & speeds

10.

Bazerman, Max H.; Neale, Margaret
Published by Free Press
ISBN 10: 0029019869 ISBN 13: 9780029019863
New PAPERBACK Quantity Available: 1
Seller:
Qwestbooks COM LLC
(Bensalem, PA, U.S.A.)
Rating
[?]

Book Description Free Press. PAPERBACK. Condition: New. 0029019869. Seller Inventory # Z0029019869ZN

More information about this seller | Contact this seller

Buy New
US$ 17.63
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

There are more copies of this book

View all search results for this book