Name: Negotiating Rationally
SKU: 1548496
Price: 750.00 TWD
Availability: InStock
Rating: 5 (1 reviews)
Author: Bazerman Max H.
ISBN: 9780029019863

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Type

Physical Book

Author

Max H. Bazerman

Publisher

Free Press

Year

1992

Language

English

Pages

196

Format

Paperback

Dimensions

23.4x15.8x1.3 cm

Weight

1.05

ISBN

0029019869

ISBN13

9780029019863

Synopsis "Negotiating Rationally"

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.