Negotiating Rationally

Brand: Free Press
SKU: DADAX0029019850
ISBN : 9780029019856
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Negotiating Rationally

Most managers tend to behave irrationally in negotiations, according to the authors of this book. 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' behaviour 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.

Specifications of Negotiating Rationally

GENERAL
AuthorMax H. Bazerman
BindingHardcover
LanguageEnglish
ISBN-100029019850
ISBN-139780029019856
PublisherFree Press
Number Of Pages208
Publication Date1992-01-30
DIMENSIONS
Height9.75 inch.
Length0.75 inch.
Width6.5 inch.
Weight1 pounds.

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