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Negotiating Rationally

Negotiating Rationally

Negotiating Rationally
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Negotiating Rationally

by Bazerman, Max H

  • Used
  • Very Good
  • Paperback
Condition
Very Good
ISBN 10
0029019869
ISBN 13
9780029019863
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About This Item

Free Press, 1994. Paperback. Very Good. In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to a void 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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Details

Bookseller
Infinity Books Japan JP (JP)
Bookseller's Inventory #
RWARE0000055933
Title
Negotiating Rationally
Author
Bazerman, Max H
Format/Binding
Paperback
Book Condition
Used - Very Good
Quantity Available
1
ISBN 10
0029019869
ISBN 13
9780029019863
Publisher
Free Press
Place of Publication
Old Tappan, New Jersey, U.s.a.
Date Published
1994

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Infinity Books Japan

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Tokyo

About Infinity Books Japan

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