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Negotiating Rationally by Max H. Bazerman, Margaret A. Neale - Paperback
102.00 EGP

Negotiating Rationally by Max H. Bazerman, Margaret A. Neale - Paperback

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102.00 EGP 

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Category Type
Economics
ISBN
9780029019863
Author
Max H. Bazerman, Margaret A. Neale
Publisher
Free Press
Description:

In "Negotiating Rationally, "Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations. 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 ...

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9780029019863 

PRODUCT INFORMATION

  •  

    Specifications

    Category Type
    Economics
    ISBN
    9780029019863
    Number of Pages
    196
    Weight
    0.54
    Category Type
    Economics
    ISBN
    9780029019863
    Number of Pages
    196
    Weight
    0.54
    Item EAN
    2724335768340
    People
    Author
    Max H. Bazerman, Margaret A. Neale
    People
    Publisher
    Free Press
    Technical Information
    Binding
    Paperback
    Languages and countries
    Language of the text
    English
    Read more
  •  

    Description:

    In "Negotiating Rationally, "Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations.
    Managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on

    In "Negotiating Rationally, "Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations.
    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.

    Product Features:
    • Category: Economics
    • Binding: Paperback
    • Language of Text: English
    • Author(s): Max H. Bazerman, Margaret A. Neale
    • Publisher: Free Press
    • ISBN: 9780029019863
    • Number of Pages: 196
    • Dimensions: 9.2 x 6.22 x 0.52 inches
 

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