Negotiating Rationally
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Negotiating Rationally

Negotiating Rationally

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About the Book

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.

Table of Contents:
Contents Preface Acknowledgments 1 Introduction to Rational Thinking in Negotiation PART ONE Common Mistakes in Negotiation 2 The Irrational Escalation of Commitment 3 The Mythical Fixed-Pie 4 Anchoring and Adjustment 5 Framing Negotiations 6 Availability of Information 7 The Winner's Curse 8 Overconfidence and Negotiator Behavior PART TWO A Rational Framework for Negotiation 9 Thinking Rationally about Negotiation 10 Negotiations in a Joint Venture: A Case Example 11 Rational Strategies for Creating Integrative Agreements PART THREE Simplifying Complex Negotiations 12 Are You an Expert? 13 Fairness, Emotion, and Rationality in Negotiation 14 Negotiating in Groups and Organizations 15 Negotiating Through Third Parties 16 Competitive Bidding: The Winner's Curse Revisited 17 Negotiating Through Action 18 Conclusion: Negotiating Rationally in an Irrational World Notes Index


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Product Details
  • ISBN-13: 9780029019863
  • Publisher: Simon & Schuster Ltd
  • Publisher Imprint: Simon & Schuster Ltd
  • Height: 235 mm
  • No of Pages: 196
  • Spine Width: 15 mm
  • Width: 156 mm
  • ISBN-10: 0029019869
  • Publisher Date: 01 Oct 1993
  • Binding: Paperback
  • Language: English
  • Returnable: Y
  • Weight: 245 gr


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