Negotiating Rationally

Max H. Bazerman,Margaret Ann Neale

Negotiating Rationally
Format
Paperback
Publisher
Simon & Schuster Ltd
Country
United Kingdom
Published
1 October 1993
Pages
207
ISBN
9780029019863

Negotiating Rationally

Max H. Bazerman,Margaret Ann Neale

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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