Negotiating Rationally

Negotiating Rationally

4.0 1
by Max H. Bazerman, Margaret A. Neale
     
 

ISBN-10: 0029019869

ISBN-13: 9780029019863

Pub. Date: 01/01/1994

Publisher: Free Press

In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations.

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

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Overview

In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations.

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.

Product Details

ISBN-13:
9780029019863
Publisher:
Free Press
Publication date:
01/01/1994
Edition description:
REPRINT
Pages:
196
Sales rank:
451,130
Product dimensions:
5.80(w) x 9.40(h) x 0.50(d)

Table of Contents

Contents

Preface

Acknowledgments

1 Introduction to Rational Thinking in Negotiation

PART ONE

Common Mistakes in Negotiation

2 The Irrational Escalation of Commitment

3 The Mythical Fixed-Pie

4 Anchoring and Adjustment

5 Framing Negotiations

6 Availability of Information

7 The Winner's Curse

8 Overconfidence and Negotiator Behavior

PART TWO

A Rational Framework for Negotiation

9 Thinking Rationally about Negotiation

10 Negotiations in a Joint Venture: A Case Example

11 Rational Strategies for Creating Integrative Agreements

PART THREE

Simplifying Complex Negotiations

12 Are You an Expert?

13 Fairness, Emotion, and Rationality in Negotiation

14 Negotiating in Groups and Organizations

15 Negotiating Through Third Parties

16 Competitive Bidding: The Winner's Curse Revisited

17 Negotiating Through Action

18 Conclusion: Negotiating Rationally in an Irrational World

Notes

Index

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Negotiating Rationally 4 out of 5 based on 0 ratings. 1 reviews.
Guest More than 1 year ago
Positive: This is the first negotiation book I have read and it confirms much of what I assumed was sound rational negotiation strategy. It is organized and an easy read. Overall, a good starter but now I am looking for something a little more technical (most likely something along the lines of game strategy). Negative: No recent updates but maybe that's a good thing. Also, two reviews on back cover are from faculty at the same B-school as primary author.