Negotiating Rationally
eBook - ePub

Negotiating Rationally

  1. 196 pages
  2. English
  3. ePUB (mobile friendly)
  4. Available on iOS & Android
eBook - ePub

Negotiating Rationally

About this 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.

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Information

Publisher
Free Press
Year
1994
Print ISBN
9780029019863
eBook ISBN
9781439106839
Topic
Personal Development
Subtopic
Business Ethics

Table of contents

  1. Cover Page
  2. Title Page
  3. Copyright Page
  4. Dedication Page
  5. Contents
  6. Preface
  7. Acknowledgments
  8. Introduction to Rational Thinking in Negotiation
  9. Part01
  10. Part02
  11. Part03
  12. Notes
  13. Index

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Yes, you can access Negotiating Rationally by Max H. Bazerman in PDF and/or ePUB format, as well as other popular books in Personal Development & Business Ethics. We have over one million books available in our catalogue for you to explore.