Negotiating Rationally

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… (more)

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Book Details  


Publisher: Free Press (January 01, 1994)

Parent ISBN: 9780029019863

Page count: 196 pages

File size: 1 MB

Language: English


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