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Title details for Negotiating Rationally by Max H. Bazerman - Available

Negotiating Rationally

by Max H. Bazerman
ebook
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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.

  • Creators

  • Publisher

  • Release date

    January 1, 1994

  • Formats

    • Kindle Book

    • OverDrive Read

      • ISBN: 9781439106839

    • EPUB ebook

      • ISBN: 9781439106839
      • File size: 1504 KB

  • Languages

    • English

Formats

  • Kindle Book
  • OverDrive Read
  • EPUB ebook

subjects

Languages

  • English