Negotiating Rationally (Google eBook)
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.
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Review: Negotiating RationallyUser 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Some of the case studies were obviously outdated, but it was an interesting read nonetheless.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 RationallyUser Review - Charlotte - Goodreads
A solid introduction to the fundamentals of negotiating. This book was originally published twenty years ago, but human psychology hasn't changed much, so the techniques described are still very much ... Read full review
Introduction to Rational Thinking in Negotiation
PART ONE Common Mistakes in Negotiation
The Irrational Escalation of Commitment
The Mythical FixedPie
Anchoring and Adjustment
Availability of Information
The Winners Curse
Rational Strategies for Creating Integrative Agreements
Are You an Expert?
Fairness Emotion and Rationality in Negotiation
Negotiating in Groups and Organizations
Negotiating Through Third Parties
The Winners Curse Revisited
Negotiating Through Action
Negotiating Rationally in an Irrational