Negotiating Rationally
Max H. Bazerman; Margaret Neale
Language: English
Published by Free Press, 1994
- Softcover
- Used
Seller: Goodwill, Brooklyn Park, MN, U.S.A.Goodwill
AbeBooks seller since June 26, 2006
Condition: Used - Very good
US$ 2.66
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Item may have minor cosmetic defects such as marks, wears, cuts, bends, or crushes on the cover, spine, pages, or dust cover. Shrink wrap, dust covers, or boxed set case may be missing. Item may contain remainder marks on outside edges, which should be noted in listing comments. Item may be missing bundled media.
Seller Inventory # MINV.0029019869.VG
- Title
- Negotiating Rationally
- Author
- Max H. Bazerman; Margaret Neale
- Publisher
- Free Press
- Publication year
- 1994
- Condition
- very_good
- Binding
- Soft cover
- Language
- English
- ISBN 10
- 0029019869
- ISBN 13
- 9780029019863
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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Goodwill
Brooklyn Park, MN, U.S.A.
AbeBooks seller since June 26, 2006
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