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Negotiating rationally

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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.
Contents:
1. Common mistakes in negotiation
2. A rational framework for negotiation
3. Simplifying complex negotiations.

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Ketersediaan

2024-3475

658.4 Baz n

Perpustakaan Diplomasi

Tersedia

Informasi Detail

Judul Seri

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No. Panggil

658.4 Baz n

Penerbit

New York : The Free Press., 1992

Deskripsi Fisik

xii, 196 pages : illustrations (black and white) ; 24 cm

Bahasa

English

ISBN/ISSN

0-02-901985-0

Klasifikasi

658.4

Tipe Isi

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Tipe Media

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Tipe Pembawa

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Edisi

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Subjek

Negotiation in business

Info Detail Spesifik

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Pernyataan Tanggungjawab

Max H. Bazerman

Versi lain/terkait

Komentar

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