Negotiating Rationally book cover by Max H. Bazerman

Negotiating Rationally [9780029019863]

Paperback

SKU: 9780029019863

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Format Lightweight and affordable. Perfect for student groups and classrooms, and a versatile option for corporate trainings, team reads, or large-scale events.

Paperback

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Overview

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.

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

Author:

Max H. Bazerman

Format:

Paperback

Publication Date:

01/01/1994

ISBN-10:

0029019869

ISBN-13:

9780029019863

Pages:

Publisher:

Free Press

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