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 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.
Read moreexpand_more
Title : Negotiating Rationally
EAN : 9781439106839
Publisher : Free Press
Publication date
: 1/1/94
Format : ePub
File size : Unknown
Protection : CARE
Ebook Negotiating Rationally is in the ePub format.
Protected by CARE
- check_circle
This eBook is compatible for reading on Vivlio iOS and Android application.
- check_circle
This eBook is compatible for reading on My Vivlio.
- check_circle
This eBook is compatible for reading on Vivlio e-readers.
- check_circle
This eBook is compatible for reading on Vivlio e-readers.
Would you like to read on an e-reader from another brand? Discover
Our guide
Work Anglais
Log in
My account