Negotiating Rationally
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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.
The book, Negotiating Rationally [Bulk, Wholesale, Quantity] ISBN#9780029019863 in Paperback by Max H. Bazerman may be ordered in bulk quantities. Minimum starts at 25 copies. Availability based on publisher status and quantity being ordered.
Details
- Publisher
- Free Press
- Author
- Max H. Bazerman
- Format
- Paperback
- Published
- Jan 1, 1994
- ISBN-13
- 9780029019863
- ISBN-10
- 0029019869
- Pages
- 196
- Carton quantity
- 40 copies
Negotiating Rationally in bulk: pricing
Volume pricing applies automatically in your cart. No codes, no account needed.
| Copies | Price per copy | You save |
|---|---|---|
| 25 – 99 | $11.20 | 41% off list |
| 100 – 249 | $10.63 | 44% off list |
| 250 – 499 | $10.06 | 47% off list |
| 500 – 999 | $9.68 | 49% off list |
| 1,000+ | $9.31 | 51% off list |
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For new managers and leadership cohorts, a chapter per session.
A shared vocabulary for the whole organization.
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