Negotiating Rationally
-
- $14.99
-
- $14.99
Publisher Description
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.
More Books Like This
Harvard Business Review on Winning Negotiations
2011
Secrets of the Moneylab
2010
Thinking Strategically: The Competitive Edge in Business, Politics, and Everyday Life
1993
Dealmaking: The New Strategy of Negotiauctions (First Edition)
2010
Game Theory at Work
2003
The Book on Negotiating Real Estate
2019