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.
- ISBN10 1439106835
- ISBN13 9781439106839
- Publish Date 1 January 1994 (first published 1 January 1992)
- Publish Status Active
- Publish Country US
- Publisher Simon & Schuster
- Imprint The Free Press
- Format eBook (EPUB)
- Pages 196
- Language English