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	Unavailable
ISBN 13	9780029019856
ISBN 10	0029019850
Title	Negotiating Rationally
Author	Max H Bazerman
Condition	Unavailable
Binding Type	Hardback
Publisher	Simon & Schuster
Year published	1992-01-01
Number of pages	288
Cover note	Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
Note	Unavailable