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(as of Mar 17,2023 09:45:56 UTC – Details)
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.
Publisher : Free Press; Reprint edition (January 1, 1994)
Language : English
Paperback : 208 pages
ISBN-10 : 0029019869
ISBN-13 : 978-0029019863
Item Weight : 8.6 ounces
Dimensions : 6.13 x 0.52 x 9.25 inches
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