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Negotiating Rationally

Negotiating Rationally - 92 edition

ISBN13: 978-0029019863

Cover of Negotiating Rationally 92 (ISBN 978-0029019863)
ISBN13: 978-0029019863
ISBN10: 0029019869
Cover type: Paperback
Edition/Copyright: 92
Publisher: Free Press
Published: 1992
International: No

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Negotiating Rationally - 92 edition

ISBN13: 978-0029019863

Max H. Bazerman and Margaret A. Neale

ISBN13: 978-0029019863
ISBN10: 0029019869
Cover type: Paperback
Edition/Copyright: 92
Publisher: Free Press

Published: 1992
International: No
Summary

'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.'

Table of Contents

PART ONE

1Common 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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