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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"@pl

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  • "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."@en
  • "On the basis of their studies of the negotiation behavior of more than 10,000 executives and students over the past five years, Bazerman and Neale conclude that most managers tend to behave irrationally in negotiations. In this book (written for a general audience), they explore many of the common mistakes that negotiators often make, explaining how such irrational errors can be avoided. The authors use simulations and exercises to demonstrate how to avoid these pitfalls, primarily by focusing the negotiator's attention on his or her opponent's behavior and stressing that negotiatiors develop the ability to recognize individual limitations and biases."@en
  • "Ben shu tong guo da liang de shi ji an li he ke xue shi yan chan shu le ru he li xing er you you xiao di jin xing tan pan. wu lun ni mian lin de shi gong si jian de da xing tan pan hai shi tong shi jian huo ai ren jian de si ren zheng duan, shu zhong jie shao de ce lue dou you hui dui ni you suo bang zhu."
  • "Draws on a study of the irrational behavior of ten thousand executives and student leaders to help managers and negotiators check their personal biases and assumptions in order to reach the best agreements possible."

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  • "Electronic books"@en

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  • "Li xing tan pan = Negotiating rationally"
  • "La Negociación racional : en un mundo irracional"
  • "Negotiating rationally"
  • "Negotiating rationally"@en
  • "La negociación racional : en un mundo irracional"@es
  • "La negociación racional : en un mundo irracional"
  • "Negocjując racjonalnie"@pl
  • "理性谈判 = Negotiating rationally"

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