Negotiating Rationally by Max H Bazerman

Negotiating Rationally by Max H Bazerman

Most managers tend to behave irrationally in negotiations, according to the authors of this book. 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' behaviour 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.

Bazerman, Max: - Max Bazerman is the codirector of the Center for Public Leadership at the Harvard Kennedy School, the Straus Professor at the Harvard Business School, and the author of numerous books, including Negotiation Genius with Deepak Malhotra, Blind Spots with Ann E. Tenbrunsel, and Judgment in Managerial Decision Making with Don A. Moore. He has taught, advised companies, and consulted to governments in thirty countries. He is on numerous editorial boards. He received an honorary doctorate from the University of London, the Life Achievement Award from the Aspen Institute's Business and Society Program, and the Distinguished Educator Award from the Academy of Management, among many other awards.

SKU	Non disponible
ISBN 13	9780029019856
ISBN 10	0029019850
Titre	Negotiating Rationally
Auteur	Max H Bazerman
État	Non disponible
Type de reliure	Hardback
Éditeur	Simon & Schuster
Année de publication	1992-01-01
Nombre de pages	288
Note de couverture	La photo du livre est présentée à titre d'illustration uniquement. La reliure, la couverture ou l'édition réelle peuvent varier.
Note	Non disponible