Negotiating Rationally
Max H. Bazerman; Margaret Neale
Language: English
Published by Free Press, 1994
- Softcover
- Used
Seller: Your Online Bookstore, Houston, TX, U.S.A.Your Online Bookstore
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Add to basketSeller Inventory # 0029019869-3-22288152
- Title
- Negotiating Rationally
- Author
- Max H. Bazerman; Margaret Neale
- Publisher
- Free Press
- Publication year
- 1994
- Condition
- Good
- Binding
- Paperback
- Language
- English
- ISBN 10
- 0029019869
- ISBN 13
- 9780029019863
- Item weight
- 8 ounces
- Dimensions
- 6x0x9
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.
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Your Online Bookstore
Houston, TX, U.S.A.
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