Negotiating Rationally 1st Edition by Max Bazerman, Margaret Neale ISBN 0029019869 9780029019863

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Product details:

ISBN 10: 0029019869
ISBN 13: 9780029019863
Author:  Max Bazerman, Margaret Neale 

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.

Negotiating Rationally 1st Table of contents:

PART 1
The Mythical Fixed Pie
Anchoring and Adjustment
Framing Negotiations
Availability of Information
The Winner’s Curse
Overconfidence and Negotiator Behavior
Are You an Expert?
Fairness, Emotion, and Rationality in Negotiation
Negotiating in Groups and Organizations
Negotiating Through Third Parties
The Winner’s Curse Revisited
Negotiating Through Action
Negotiating Rationally in an Irrational World
Notes

PART 2
A Case Example
Rational Strategies for Creating Integrative Solutions

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