Negotiating Rationally
by Max H. Bazerman, Margaret A. Neale
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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 show more 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. show lessTags
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20+ Works 982 Members
Max H. Bazerman is the Straus Professor at the Harvard Business School and the author of numerous books on behavioral psychology, including Negotiation Genius with Deepak Malhorra, Blind Spots with Ann H. Tenbrunsel, and Negotiating Rationally. He is an executive committee member at the Harvard Program on Negotiation and a founding partner of show more Think! Inc., a consulting firm that specializes in business negotiation. show less
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