Negotiating Rationally
| Author | : | |
| Rating | : | 4.99 (645 Votes) |
| Asin | : | 0029019869 |
| Format Type | : | paperback |
| Number of Pages | : | 196 Pages |
| Publish Date | : | 2016-11-05 |
| Language | : | English |
DESCRIPTION:
They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. Drawing on their research, the authors show how we are prisoners of our own assumptions. In Negotiating 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. A must read for business professionals.. They identify strategies to avoid these pitfalls in nego
L. Gerber Distinguished Professor of Dispute Resolution and Organizations and Margaret A. . and Helen Kellogg Distinguished Professor of Dispute Resolution and Organizations at the J. Kellogg Graduate School of Management at Northwestern University. Neale is the H. J. Bazerman is the J. Max H. They are coauthors of Cognition and Rationality in Negotiation. L
CLASS READING! NEGOTIATION COURSE! Kelly Lewis In Negotiating 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 lim. "Dissappointing" according to Joe Hepworth. Negotiating Rationally seemes promising but falls short. It provides food for thought on the interface between distributive and integrative bargaining and on biases that get in the way of a good solution. But as a framework for negotiation, Negotiating Rationally is inadequate. Getting to Yes is a far better structure and is easier to understand -- both for the novice and the experienced negotiator.. A Must Read for Anyone Involved in Negotiating Robert Knox Absolutely excellent! Read it 3 times, highlighted important information on nearly every page. Now I refer back to it and study it prior to any important negotiations. In chapter 1 (on page 2!), Bazerman outlines negotiating strategy and seven methods for improving one's negotiating skills. The next 7 chapters systematically address each principle in clear and concise detail. It's a must read book. (It even has some very interesting facts about home buying or selling.)
Their work brings together negotiation analysis and social and cognitive psychology to create unique insights for the practical manager. With the knowledge that I have acquired from the book, I am looking forward to negotiating with them on a more level playing field."Chicago Tribune"Insightful, entertainingdraws on the state-of-the-art in decision theory, game theory and psychology.Frederick J. ManningPresident, Celtic Group, Inc.Max Bazerman and Margaret Neale have analyzed and described negotiating behavior in a most clear and helpful manner.Howard RaiffaFrank P. ManningPresident, Celtic Group, Inc.Max Bazerman and Margaret Neale have analyzed and described negotiating behavior in a most clear and helpful manner.Howard RaiffaFrank P. Ramsey Professor of Managerial Economics, Harvard UniversityBased on gobs of evidence with real managers, the authors not only identify common errors that many neg