Negotiating Rationally / BAZERMAN Max H., NEALE Margaret A.

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Negotiating Rationally / BAZERMAN Max H., NEALE Margaret A.

Book

BAZERMAN, Max H. | NEALE, Margaret A.

Published by The Free Press - 1993 , 1st ed.

Library: Turin

Source : Syracuse

Item type: Book
Language: English

Publication year: 1993
Edition no.: 1st ed.

ISBN: 978-0-02-901986-3

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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