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 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.
Auflage
Sprache
Verlagsort
Zielgruppe
Für höhere Schule und Studium
Für Beruf und Forschung
Produkt-Hinweis
Maße
Höhe: 236 mm
Breite: 156 mm
Dicke: 17 mm
Gewicht
ISBN-13
978-0-02-901986-3 (9780029019863)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Klassifikation
Max H. Bazerman is the J. J. Gerber Distinguished Professor of Dispute Resolution and Organizations and Margaret A. Neale is the H. L. and Helen Kellogg Distinguished Professor of Dispute Resolution and Organizations at the J. L. Kellogg Graduate School of Management at Northwestern University. They are coauthors of Cognition and Rationality in Negotiation.
Contents
Preface
Acknowledgments
1 Introduction to Rational Thinking in Negotiation
PART ONE
Common Mistakes in Negotiation
2 The Irrational Escalation of Commitment
3 The Mythical Fixed-Pie
4 Anchoring and Adjustment
5 Framing Negotiations
6 Availability of Information
7 The Winner's Curse
8 Overconfidence and Negotiator Behavior
PART TWO
A Rational Framework for Negotiation
9 Thinking Rationally about Negotiation
10 Negotiations in a Joint Venture: A Case Example
11 Rational Strategies for Creating Integrative Agreements
PART THREE
Simplifying Complex Negotiations
12 Are You an Expert?
13 Fairness, Emotion, and Rationality in Negotiation
14 Negotiating in Groups and Organizations
15 Negotiating Through Third Parties
16 Competitive Bidding: The Winner's Curse Revisited
17 Negotiating Through Action
18 Conclusion: Negotiating Rationally in an Irrational World
Notes
Index
