Negotiating Rationally

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9780029019863: Negotiating Rationally

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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From the Back Cover:

'Based on gobs of evidence with real managers, the authors not only identify common errors that many negotiators make, but offer sage prescriptive advice on how you can avoid such errors yourself and perhaps exploit the errors of others.'

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 coauthors of Cognition and Rationality in Negotiation.

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Max H. Bazerman, Margaret Ann Neale
Published by Simon Schuster Ltd, United Kingdom (1994)
ISBN 10: 0029019869 ISBN 13: 9780029019863
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Book Description Simon Schuster Ltd, United Kingdom, 1994. Paperback. Book Condition: New. New edition. Language: English . Brand New 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. Bookseller Inventory # BZV9780029019863

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Max H. Bazerman
Published by Simon Schuster Ltd, United Kingdom (1994)
ISBN 10: 0029019869 ISBN 13: 9780029019863
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Book Description Simon Schuster Ltd, United Kingdom, 1994. Paperback. Book Condition: New. Revised ed.. Language: English . Brand New 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. Bookseller Inventory # AAS9780029019863

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Max H. Bazerman
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Book Description Simon and Schuster Ltd, 1993. PAP. Book Condition: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Bookseller Inventory # IB-9780029019863

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Max H. Bazerman, Margaret Ann Neale
Published by Simon Schuster Ltd, United Kingdom (1994)
ISBN 10: 0029019869 ISBN 13: 9780029019863
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Book Description Simon Schuster Ltd, United Kingdom, 1994. Paperback. Book Condition: New. New edition. Language: English . This book usually ship within 10-15 business days and we will endeavor to dispatch orders quicker than this where possible. Brand New 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. Bookseller Inventory # BZV9780029019863

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Max H. Bazerman, Margaret Ann Neale
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Book Description Simon & Schuster Ltd. Paperback. Book Condition: new. BRAND NEW, Negotiating Rationally (New edition), 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. 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. Bookseller Inventory # B9780029019863

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Bazerman, Max H.
Published by Free Press 1993-01-01 (1993)
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Book Description Free Press 1993-01-01, 1993. Paperback. Book Condition: New. Paperback. Publisher overstock, may contain remainder mark on edge. Bookseller Inventory # 9780029019863B

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Max H. Bazerman; Margaret Neale
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Book Description Book Condition: New. Depending on your location, this item may ship from the US or UK. Bookseller Inventory # 97800290198630000000

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Bazerman, Max H.
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Book Description 1994. PAP. Book Condition: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Bookseller Inventory # VS-9780029019863

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Book Description 1994. PAP. Book Condition: New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. Bookseller Inventory # IB-9780029019863

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Max H Bazerman, Margaret A Neale
Published by Free Press 1998-03-26, New York |London (1998)
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