NEGOTIATING RATIONALLY | RLC MM FEB-UI

Search by :

ALL Author Subject ISBN/ISSN Advanced Search

Last search:

Text

NEGOTIATING RATIONALLY

BAZERMAN, MAX H. - Personal Name; NEALE, MARGARET A. - Personal Name;

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.

Availability

10008651	658.4 BAZ n (2)	RLC MM (Rak Buku Umum)	Available
10008649	658.4 BAZ n	RLC MM (Rak Buku Umum)	Available
10008650	658.4 BAZ n (1)	RLC MM (Rak Buku Umum)	Available

Detail Information

Series Title: -
Statement of Responsibility: Max H. Bazerman
Call Number: 658.4 BAZ n
Publisher: New York : The Free Press., 1992
Collation: xii, 196p. : ill ; 24cm.
Language: English
ISBN/ISSN: 0-02-901986-9
Classification: 658.4
Content Type: -
Edition: 1st. ed.
Subject(s): Business
Buku Umum
Negotiations
Negotiating
Business Negotiating
Specific Detail Info: -

Other version/related

No other version available

File Attachment

No Data

Comments

You must be logged in to post a comment