Max H. Bazerman
Negotiating Rationally
Paperback EN 2025 1e druk 9780029019863Op voorraad
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Samenvatting
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.
Specificaties
ISBN13:9780029019863
Taal:EN
Bindwijze:paperback
Aantal pagina's:196
Uitgever:Free Press
Druk:1
Verschijningsdatum:28-3-2025
Hoofdrubriek:Literatuur en romans
Lezersrecensies
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Inhoudsopgave
Contents
Preface
Acknowledgments
1 Introduction to Rational Thinking in Negotiation
PART ONE
Common Mistakes in Negotiation
2 The Irrational Escalation of Commitment
3 The Mythical Fixed-Pie
4 Anchoring and Adjustment
5 Framing Negotiations
6 Availability of Information
7 The Winner's Curse
8 Overconfidence and Negotiator Behavior
PART TWO
A Rational Framework for Negotiation
9 Thinking Rationally about Negotiation
10 Negotiations in a Joint Venture: A Case Example
11 Rational Strategies for Creating Integrative Agreements
PART THREE
Simplifying Complex Negotiations
12 Are You an Expert?
13 Fairness, Emotion, and Rationality in Negotiation
14 Negotiating in Groups and Organizations
15 Negotiating Through Third Parties
16 Competitive Bidding: The Winner's Curse Revisited
17 Negotiating Through Action
18 Conclusion: Negotiating Rationally in an Irrational World
Notes
Index
Preface
Acknowledgments
1 Introduction to Rational Thinking in Negotiation
PART ONE
Common Mistakes in Negotiation
2 The Irrational Escalation of Commitment
3 The Mythical Fixed-Pie
4 Anchoring and Adjustment
5 Framing Negotiations
6 Availability of Information
7 The Winner's Curse
8 Overconfidence and Negotiator Behavior
PART TWO
A Rational Framework for Negotiation
9 Thinking Rationally about Negotiation
10 Negotiations in a Joint Venture: A Case Example
11 Rational Strategies for Creating Integrative Agreements
PART THREE
Simplifying Complex Negotiations
12 Are You an Expert?
13 Fairness, Emotion, and Rationality in Negotiation
14 Negotiating in Groups and Organizations
15 Negotiating Through Third Parties
16 Competitive Bidding: The Winner's Curse Revisited
17 Negotiating Through Action
18 Conclusion: Negotiating Rationally in an Irrational World
Notes
Index
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