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 - Yijun - Goodreads
I would think this book is more insightful or enlightening for experienced negotiators who actually know basic negotiation tactics and skills. For amateurs, this book is too high level and they ... Read full review
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Some of the case studies were obviously outdated, but it was an interesting read nonetheless.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
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