Negotiating Rationally

Bazerman, Max H.

Published by Free Press, 1992
ISBN 10: 0029019850 / ISBN 13: 9780029019856
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Synopsis: 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.

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.'

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Title: Negotiating Rationally
Publisher: Free Press
Publication Date: 1992
Binding: Hardcover
Book Condition: Used: Good

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