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Negotiating Rationally - Bazerman, Max H
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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 ...

Negotiating Rationally 1994, Free Press, London

ISBN-13: 9780029019863

Revised edition

Trade paperback

Negotiating Rationally 1992, Free Press, New York, NY

ISBN-13: 9780029019856