Negotiating Rationally |
Book Category:
Business & Economics > General
|
Author:
Bazerman, Max H.
|
Binding:
Paperback
|
ISBN 13:
9780029019863
|
Price:
USD 17.95
|
Publication Year:
1994
|
Publisher Info
Sorcha Mulligan,
Simon & Schuster UK,22 Gray's Inn Road,
LONDON - WC1X 8HB,United Kingdom Key Contact Information
Gemma Gottlieb
Sales Manager – Middle East and North Africa
Book Description
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.