Max H. Bazerman Negotiating Rationally

ISBN 13: 9780029019863

Negotiating Rationally

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9780029019863: Negotiating Rationally
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"Chicago Tribune"Insightful, entertaining...draws on the state-of-the-art in decision theory, game theory and psychology. Frederick J. ManningPresident, Celtic Group, Inc.Max Bazerman and Margaret Neale have analyzed and described negotiating behavior in a most clear and helpful manner. Howard RaiffaFrank P. Ramsey Professor of Managerial Economics, Harvard UniversityBased on gobs of evidence with real managers, the authors not only identify common errors that many negotiators make, but offer sage prescriptive advice on how you can avoid such errors yourself and perhaps exploit the errors of others. Alfred RappaportChairman, the Alcar Group, and Adjunct Professor Kellogg Graduate School of ManagementA significant contribution to more effective negotiating. Bazerman and Neale's framework coupled with their very impressive range of practical case illustrations will help readers avoid costly negotiation mistakes. The chapter dealing with the "winner's curse" should be required reading for all acquisition-minded CEOs. Donald P. JacobsDean, J. L. Kellogg Graduate School of ManagementThe information in Bazerman and Neale's book has been central to developing the most popular course in the curriculum at the J. L. Kellogg Graduate School of Management at Northwestern. It has proved to be extraordinarily useful to managers and executives throughout our executive education programs. Their work brings together negotiation analysis and social and cognitive psychology to create unique insights for the practical manager. With the knowledge that I have acquired from the book, I am looking forward to negotiating with them on a more level playing field. Donald P. Jacobs Dean, J. L. Kellogg Graduate School of Management The information in Bazerman and Neale's book has been central to developing the most popular course in the curriculum at the J. L. Kellogg Graduate School of Management at Northwestern. It has proved to be extraordinarily useful to managers and executives throughout our executive education programs. Their work brings together negotiation analysis and social and cognitive psychology to create unique insights for the practical manager. With the knowledge that I have acquired from the book, I am looking forward to negotiating with them on a more level playing field. James Ramsey President, James Ramsey & Associates This book offers tremendous insight on the negotiation process. Bazerman and Neale have not only written about theory, but made it applicable in the real world. Howard Raiffa Frank P. Ramsey Professor of Managerial Economics, Harvard University Based on gobs of evidence with real managers, the authors not only identify common errors that many negotiators make, but offer sage prescriptive advice on how you can avoid such errors yourself and perhaps exploit the errors of others. Frederick J. Manning President, Celtic Group, Inc. Max Bazerman and Margaret Neale have analyzed and described negotiating behavior in a most clear and helpful manner. Alfred Rappaport Chairman, the Alcar Group, and Adjunct Professor Kellogg Graduate School of Management A significant contribution to more effective negotiating. Bazerman and Neale's framework coupled with their very impressive range of practical case illustrations will help readers avoid costly negotiation mistakes. The chapter dealing with the "winner's curse" should be required reading for all acquisition-minded CEOs. Alfred RappaportChairman, the Alcar Group, and Adjunct Professor Kellogg Graduate School of Management A significant contribution to more effective negotiating. Bazerman and Neale's framework coupled with their very impressive range of practical case illustrations will help readers avoid costly negotiation mistakes. The chapter dealing with the "winner's curse" should be required reading for all acquisition-minded CEOs. Howard RaiffaFrank P. Ramsey Professor of Managerial Economics, Harvard University Based on gobs of evidence with real managers, the authors not only identify common errors that many negotiators make, but offer sage prescriptive advice on how you can avoid such errors yourself and perhaps exploit the errors of others. Frederick J. ManningPresident, Celtic Group, Inc. Max Bazerman and Margaret Neale have analyzed and described negotiating behavior in a most clear and helpful manner. "Chicago Tribune"Insightful, entertaining...draws on the state-of-the-art in decision theory, game theory and psychology. Donald P. JacobsDean, J. L. Kellogg Graduate School of Management The information in Bazerman and Neale's book has been central to developing the most popular course in the curriculum at the J. L. Kellogg Graduate School of Management at Northwestern. It has proved to be extraordinarily useful to managers and executives throughout our executive education programs. Their work brings together negotiation analysis and social and cognitive psychology to create unique insights for the practical manager. With the knowledge that I have acquired from the book, I am looking forward to negotiating with them on a more level playing field.

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9780029019856: Negotiating Rationally

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ISBN 10:  0029019850 ISBN 13:  9780029019856
Editorial: The Free Press, 1992
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Bazerman, Max H.
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Descripción Simon Schuster Ltd, United Kingdom, 1994. Paperback. Condición: New. Revised ed.. Language: English . This book usually ship within 10-15 business days and we will endeavor to dispatch orders quicker than this where possible. Brand New Book. 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. Nº de ref. del artículo: BZV9780029019863

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Max H. Bazerman
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Descripción Simon Schuster Ltd, United Kingdom, 1994. Paperback. Condición: New. Revised ed.. Language: English . Brand New Book. 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. Nº de ref. del artículo: BZV9780029019863

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Descripción 1994. PAP. Condición: New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. Nº de ref. del artículo: IB-9780029019863

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Max H. Bazerman
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Descripción Simon Schuster Ltd, United Kingdom, 1994. Paperback. Condición: New. Revised ed.. Language: English . Brand New Book. 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. Nº de ref. del artículo: AAS9780029019863

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Bazerman, Max H.; Neale, Margaret
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Max H. Bazerman
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