Negotiating Rationally

Max H. Bazerman; Margaret Neale

ISBN 10: 0029019869 / ISBN 13: 9780029019863

Published by Free Press, 1994

About this Item

Cover may have light wear, pages in very good condition and binding is sturdy; may have other light shelf wear or creases. May have notes or highlighting.

Seller Inventory # EVV.0029019869.VG

Bibliographic Details

• Title: Negotiating Rationally
• Publisher: Free Press
• Publication Date: 1994
• Language: English
• ISBN 10: 0029019869
• ISBN 13: 9780029019863
• Binding: Soft cover
• Condition: very_good

About this title

Synopsis

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 coauthors of Cognition and Rationality in Negotiation.