Negotiating Rationally - Paperback
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Language:EnglishPublisher:Free PressISBN-13:9780029019863ISBN-10:29019869UPC:9780029019863Book Category:Business & EconomicsBook Subcategory:Negotiating, Leadership, EntrepreneurshipSize:9.20 x 6.22 x 0.52 inchesWeight:0.5401Product ID:SC2TY403SM
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...
Language:EnglishPublisher:Free PressISBN-13:9780029019863ISBN-10:29019869UPC:9780029019863Book Category:Business & EconomicsBook Subcategory:Negotiating, Leadership, EntrepreneurshipSize:9.20 x 6.22 x 0.52 inchesWeight:0.5401Product ID:SC2TY403SM
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).
Publisher: Free Press
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