Negotiating Rationally

Main
Business & Economics - Responsibility and Business Ethics
Negotiating Rationally

Negotiating Rationally

Name: Negotiating Rationally
ISBN: 9780029019863

Max H. Bazerman, Margaret A. Neale

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

Kategorie:

Business & Economics - Responsibility and Business Ethics

Rok:

1993

Wydanie:

Paperback

Wydawnictwo:

The Free Press

Język:

english

Strony:

196