#225904 in eBooks 1994-01-01 1994-01-01File Name: B003DYGOQE
1 of 1 people found the following review helpful. CLASS READING! NEGOTIATION COURSE!By Kelly LewisIn 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 stDonald P. Jacobs Dean, J. L. Kellogg Graduate School of Management 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 toIn 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 opponentsrsquo; behavior and d... [PDF.hs55] Negotiating Rationally Rating: 4.78 (431 Votes)
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You can specify the type of files you want, for your gadget.Negotiating Rationally | Max H. Bazerman. I was recommended this book by a dear friend of mine.
