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Negotiating Rationally

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Negotiating Rationally Cover

 

Synopses & Reviews

Publisher Comments:

In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations.

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.

Description:

Includes bibliographical references (p. 177-191) and index.

About the Author

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).

Table of Contents

Contents

Preface

Acknowledgments

1 Introduction to Rational Thinking in Negotiation

PART ONE

Common Mistakes in Negotiation

2 The Irrational Escalation of Commitment

3 The Mythical Fixed-Pie

4 Anchoring and Adjustment

5 Framing Negotiations

6 Availability of Information

7 The Winner's Curse

8 Overconfidence and Negotiator Behavior

PART TWO

A Rational Framework for Negotiation

9 Thinking Rationally about Negotiation

10 Negotiations in a Joint Venture: A Case Example

11 Rational Strategies for Creating Integrative Agreements

PART THREE

Simplifying Complex Negotiations

12 Are You an Expert?

13 Fairness, Emotion, and Rationality in Negotiation

14 Negotiating in Groups and Organizations

15 Negotiating Through Third Parties

16 Competitive Bidding: The Winner's Curse Revisited

17 Negotiating Through Action

18 Conclusion: Negotiating Rationally in an Irrational World

Notes

Index

Product Details

ISBN:
9780029019863
Author:
Bazerman, Max H.
Author:
Neale, Margaret A.
Publisher:
Free Press
Location:
New York :
Subject:
Leadership
Subject:
Communication
Subject:
Entrepreneurship
Subject:
Negotiating
Subject:
Negotiation
Subject:
Negotiation in business
Subject:
Nâegociations
Subject:
General Business & Economics
Subject:
Business-Negotiation
Subject:
harvard business school, harvard business review, power of noticing, what great leaders see, negotiating strategy, business ethics, business strategy, boardroom tactics
Edition Description:
B102
Series Volume:
#98-213
Publication Date:
19940131
Binding:
TRADE PAPER
Grade Level:
General/trade
Language:
English
Illustrations:
Yes
Pages:
196
Dimensions:
9.25 x 6.12 in 8.05 oz

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Related Subjects


Business » Ethics
Business » General
Business » Management
Business » Negotiation
Business » Small Businesses » General
Business » Start Up Business
Business » Writing
Health and Self-Help » Psychology » General

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