Negotiating Rationally

AvMax H. Bazerman

Häftad, Engelska, 1993

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Beskrivning

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.

Produktinformation

Utgivningsdatum:1993-10-01
Mått:156 x 235 x 15 mm
Vikt:243 g
Format:Häftad
Språk:Engelska
Antal sidor:196
Förlag:Simon & Schuster Ltd
ISBN:9780029019863

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Mer om författaren

Max H. Bazerman is the J. J. Gerber Distinguished Professor of Dispute Resolution and Organizations and Margaret A. Neale is the H. L. and Helen Kellogg Distinguished Professor of Dispute Resolution and Organizations at the J. L. Kellogg Graduate School of Management at Northwestern University. They are coauthors of Cognition and Rationality in Negotiation.

Innehållsförteckning

ContentsPrefaceAcknowledgments1 Introduction to Rational Thinking in NegotiationPART ONECommon Mistakes in Negotiation2 The Irrational Escalation of Commitment3 The Mythical Fixed-Pie4 Anchoring and Adjustment5 Framing Negotiations6 Availability of Information7 The Winner's Curse8 Overconfidence and Negotiator BehaviorPART TWOA Rational Framework for Negotiation9 Thinking Rationally about Negotiation10 Negotiations in a Joint Venture: A Case Example11 Rational Strategies for Creating Integrative AgreementsPART THREESimplifying Complex Negotiations12 Are You an Expert?13 Fairness, Emotion, and Rationality in Negotiation14 Negotiating in Groups and Organizations15 Negotiating Through Third Parties16 Competitive Bidding: The Winner's Curse Revisited17 Negotiating Through Action18 Conclusion: Negotiating Rationally in an Irrational WorldNotesIndex