Negotiating Rationally from Simon & Schuster UK at the Book Checkout

Negotiating Rationally
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

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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.

 
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