Negotiating Rationally (Google eBook)

Front Cover
Simon and Schuster, Jan 1, 1994 - Business & Economics - 196 pages
3 Reviews
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.
  

What people are saying - Write a review

Review: Negotiating Rationally

User Review  - Pete Johnson - Goodreads

Some of the case studies were obviously outdated, but it was an interesting read nonetheless. I bought this on a whim at the used book store not sure when it would be applicable. Funny enough, I found myself thinking about Fantasy Sports basically the whole time. Read full review

Review: Negotiating Rationally

User Review  - Chase - Goodreads

useful stuff, especially in tandem with simulations. Read full review

Contents

Introduction to Rational Thinking in Negotiation
1
PART ONE Common Mistakes in Negotiation
7
The Irrational Escalation of Commitment
9
The Mythical FixedPie
16
Anchoring and Adjustment
23
Framing Negotiations
31
Availability of Information
42
The Winners Curse
49
Rational Strategies for Creating Integrative Agreements
89
Are You an Expert?
105
Fairness Emotion and Rationality in Negotiation
116
Negotiating in Groups and Organizations
126
Negotiating Through Third Parties
140
The Winners Curse Revisited
152
Negotiating Through Action
160
Negotiating Rationally in an Irrational
171

Overconfidence and Negotiator Behavior
56
PART TWO A Rational Framework for Negotiation
65
Thinking Rationally about Negotiation
67
A Case Example
77
Notes 777
177
Index
192
Copyright

Common terms and phrases

References to this book

All Book Search results »

About the author (1994)

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 co-authors of Cognition and Rationality in Negotiation (Free Press, 1991).

Bibliographic information