About this title: 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 strategies to avoid these pitfalls in negotiating by concentrating on opponents' behaviour and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus ...
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Note: This is a general synopsis. Each listing is described below.
Binding: Softcover
Publisher: Free Press
Date Published: 1994
ISBN-13:9780029019863ISBN:0029019869
Description: A wonderful copy with some minor edgewear to the cover. Previous owners name inscribed inside front. -, Trade PaperBack, Very Good / read more
Binding: Paperback
Publisher: Free Press
Date Published: 1994
ISBN-13:9780029019863ISBN:0029019869
Description: Good. Used item may show library stamps, stickers and marks. Buy with confidence-your satisfaction is guaranteed at B-Logistics! Due to the large scale of our operation, we do not have access to the specific contents/condition of our items. Please note that Expedited shipping is not available at this time. read more
Binding: Paperback
Publisher: Free Press
Date Published: 1994-01-01
ISBN-13:9780029019863ISBN:0029019869
Description: Good. Binding is tight and square. Has minor underlining and notes. Has some light edge and corner wear. We recommend EXPEDITED MAIL for even faster delivery! read more
Binding: Hardcover
Publisher: Free Press
Date Published: 1992
ISBN-13:9780029019856ISBN:0029019850
Description: Fine in Very Good jacket. 8vo-over 7¾"-9¾" tall. Signed by Author Signed by both authors. The pages are clean and have no creases or tears. The jacket has minor shelf-wear and a small bumped spot on the top edge on the front. The binding is tight. read more
Binding: Hardcover
Publisher: Free Press
Date Published: 1992
ISBN-13:9780029019856ISBN:0029019850
Description: Fine in fine dust jacket. LOOKS BRAND NEW--SIGNED BY AUTHOR (BAZERMAN)! Sewn binding. Cloth over boards. With dust jacket. 208 p. Contains: Illustrations. Audience: General/trade. Offers tremendous insight on the negotiating process. read more
Binding: Hardcover
Publisher: Free Press
Date Published: 1992-01-30
ISBN-13:9780029019856ISBN:0029019850
Description: Like New in Like New jacket. Book has slight shelf wear from storage and use; otherwise the book is in very good condition. Free tracking information available. read more
Binding: Softcover
Publisher: Free Pr
Date Published: 1994-01-01
ISBN-13:9780029019863ISBN:0029019869
Description: NEW. Softcover. From an inventory that is 100% brand-new, 100% direct from the publishers' distribution channel. We carry NO pre-owned, NO remaindered. We pack in CARDBOARD to ensure the pristine quality is maintained. (Bubble-wrap alone is NOT sufficient to protect from USPS equipment. ) Guaranteed brand-NEW, protected with CARDBOARD, your satisfaction is guaranteed. BKLUVID: 9780029019863. read more
Binding: Paperback
Publisher: Free Press
Date Published: 1994
ISBN-13:9780029019863ISBN:0029019869
Description: New. Brand New! Buy with confidence-your satisfaction is guaranteed at B-Logistics! Due to the large scale of our operation, we do not have access to the specific contents/condition of our items. Please note that Expedited shipping is not available at this time. read more
Binding: Hardcover
Publisher: Free Press
Date Published: 1992-01-30
ISBN-13:9780029019856ISBN:0029019850
Description: New. New Book. There is slight time wear. Otherwise looks new. Free tracking # included! International buyers are welcome. We ship every business day. 100% Satisfaction Guaranteed! read more
Edition: Second Printing
Binding: Hardcover
Publisher: The Free Press, New York, New York, U.S.A.
Date Published: 1992
ISBN-13:9780029019856ISBN:0029019850
Description: Fine in Fine jacket. 8vo-over 7¾"-9¾" tall. "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 ... read more
Binding: Second
Publisher: The Free Press, New York
Date Published: 1992
Description: good, good. 196, notes, index, slight weakness at front board, some wear at top & bottom DJ edges. Presentation copy inscribed by Margaret Neale. Front DJ flap price clipped. Through simulations and exercises, the authors demonstrate how to avoid the pitfalls of irrational negotiation by focusing a negotiator's attention on the opponents' behavior and developing the ability to recognize individual limitations and biases. read more
"This is an excellent book - regardless of your profession. We all negotiate - in our jobs, personal lives, etc. It can help in things live buying a house or car. This book outlines some basics facts and skills for negotiating. It is a simple, non-technical read."
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