Negotiating Rationally

Negotiating Rationally

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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 opponentsa€™ 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.sales person usually tries to sell you a service contract saying, a€œAnd for only a couple of dollars more a month, youa#39;ll never ... went to cover actual repairs; $109 went to Nissan for administrative costs; and the remaining $555 went to the dealer.

Title:Negotiating Rationally
Author: Max H. Bazerman
Publisher:Simon and Schuster - 1994-01-01

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