From two of the leading teachers of executive education in the United States comes this complete guide to the nuts-and-bolds skills, proven strategies, and creative techniques necessary to succeed in any negotiation.
Most managers tend to behave irrationally in negotiations, according to the authors of this book. 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 ...
Is your judgement influenced by personal biases? In situations requiring careful judgement, we're all influenced by our own biases to some extent. But, with Max Bazerman's "Judgment in Managerial Decision Making, Sixth Edition", you can learn how to overcome those biases to make better managerial decisions. The text examines judgment in a variety ...
Even the best-run companies can get blindsided by disasters they should have anticipated. These predictable surprises range from financial scandals to operational disruptions, from organizational upheavals to product failures. In "Predictable Surprises", Max H. Bazerman and Michael D. Watkins show you how to minimize your risk by understanding and ...
In this unique, multidisciplinary collection, essays by contributors from the fields of psychology, ethics, education, management, economics, public affairs, and environmental management focus on the psychology and economics of environmental valuation, the barriers to environmentally friendly behavior, people's mental models of the environments, ...
This text merges behavioural decision research into the organizational context by providing managerial examples and examining judgement. The book provides research insights in an accessible format, and does not require or assume advanced knowledge of statistics, psychology, decision-making or economics. Frequent use of counter-intuitive quizzes ...
In this book on leadership, a business writer and a psychologist team up to apply new business methods to the political realm. They show how tired old thinking inhibits change--and results in waste and stasis in government--and they offer new and simple ways to judge leaders and leadership.
When most people are faced with big money decisions, they react with their "gut" feeling. They can buy all the investing and how-to-books they want, but none of these books address the fact that people are very emotional about their finances and often make poor decisions based on impulses. Providing an insight into money blunders, this volume ...
An intriguing and practical mental audit of people's psychological relationship with money "Buy this book! It contains all the stuff that a smart person like you ought to know, but probably doesn't." - Tom Magliozzi, co-host, National Public Radio's Car Talk Buying a home, investing money, accepting a job, these are all important financial ...
In this book on leadership, a business writer and a psychologist team up to apply new business methods to the political realm. They show how tired old thinking inhibits change--and results in waste and stasis in government--and they offer new and simple ways to judge leaders and leadership.
The essays collected in this volume study negotiation within and between organizations. They go beyond analyzing the processes of the bargaining table to show negotiation at work in a wider range of joint decisions. Third party interventions, negotiation with the outside environment, and negotiation in specific settings are among the topics ...
The authors claim that the greatest opportunity to improve negotiation performance lies in focusing on decision-making activities. Deviation from rationality, cognitive errors, assumptions of accuracy, and general "noise" are all factors that may affect the decision-making process. Identifying the specific changes, stemming from individual ...
In this unique collection of essays, many of the leading social, cognitive, and decision psychologists offer revealing insights from their own research on environmental behavior.
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Getting to Yes: Negotiating Agreement Without Giving in
by
Roger Fisher (Read by), William Ury, B.A., M.A., Ph.D.
