Negotiating Rationally (Paperback, New edition)

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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.

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Product Description

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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Product Details

General

Imprint

Simon & Schuster

Country of origin

United Kingdom

Release date

October 1993

Availability

Expected to ship within 10 - 15 working days

First published

1994

Authors

,

Dimensions

235 x 154 x 13mm (L x W x T)

Format

Paperback - Trade

Pages

207

Edition

New edition

ISBN-13

978-0-02-901986-3

Barcode

9780029019863

Categories

LSN

0-02-901986-9



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