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Negotiating Rationally by Max H. Bazerman
Book DescriptionIn 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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Book DetailsISBN: 9780029019863
(235mm x 154mm x 13mm)
Imprint: Simon & Schuster Ltd
Publisher: Simon & Schuster Ltd
Publish Date: 26-Oct-1993
Country of Publication: United Kingdom
Books By Author Max H. Bazerman
Power of Noticing, Paperback (January 2016)
A guide to making better decisions, noticing important information in the world around you, and improving leadership skills.
Judgment in Managerial Decision Making, Hardback (June 2013)
In situations requiring careful judgment, every individual is influenced by their own biases to some extent. With Bazerman's new seventh edition, readers can quickly learn how to overcome those biases to make better managerial decisions.
Blind Spots, Paperback (January 2013)» View all books by Max H. Bazerman
Examines the ways we overestimate our ability to do what is right and how we act unethically without meaning to. This title investigates the nature of ethical failures in the business world and beyond, and illustrate how we can become more ethical, bridging the gap between who we are and who we want to be.
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Author Biography - Max H. Bazerman
Max H. Bazerman is the J. J. Gerber Distinguished Professor of Dispute Resolution and Organizations and Margaret A. Neale is the H. L. and Helen Kellogg Distinguished Professor of Dispute Resolution and Organizations at the J. L. Kellogg Graduate School of Management at Northwestern University. They are co-authors of "Cognition and Rationality in Negotiation" (Free Press, 1991).
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