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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Negotiating Rationally


Negotiating Rationally Download Now

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Author by : Max H. Bazerman
Languange Used : en
Release Date : 1994-01-01
Publisher by : Simon and Schuster






Negotiating Rationally


Negotiating Rationally Download Now

Read Online

Author by : Max H. Bazerman
Languange Used : en
Release Date : 1994-01-01
Publisher by : Simon and Schuster






Negotiating International Business


Negotiating International Business Download Now

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Languange Used : en
Release Date : 2006
Publisher by : Createspace Independent Pub






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Author by : Margaret A. Neale
Languange Used : en
Release Date : 2015-07-02
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Negotiating Genuinely Download Now

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Author by : Shirli Kopelman
Languange Used : en
Release Date : 2014-04-16
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