Screen LibraryNegotiating rationally /
In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations.
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| Main Authors: | |
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| Group Author: | |
| Published: |
Free Press ,
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| Publisher Address: | New York : |
| Publication Dates: |
1993. ©1992 |
| Literature type: | Book |
| Language: | English |
| Edition: | First Free Press paperback edition. |
| Subjects: | |
| Summary: |
In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations. |
| Carrier Form: | xii, 196 pages : illustrations ; 24 cm |
| Bibliography: | Includes bibliographical references (pages 177-191) and index. |
| ISBN: |
9780029019863 0029019869 |
| Index Number: | BF637 |
| CLC: | F715.4 |
| Call Number: | F715.4/B362 |
| Contents: | 1. Introduction to Rational Thinking in Negotiation -- -- pt. I. 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 -- -- pt. II. 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 -- -- pt. III. 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. |