Max H Bazerman: Negotiating Rationally

Cover: 9780029019863 | Negotiating Rationally | Max H Bazerman | Taschenbuch | Englisch

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Beschreibung

'Based on gobs of evidence with real managers, the authors not only identify common errors that many negotiators make, but offer sage prescriptive advice on how you can avoid such errors yourself and perhaps exploit the errors of others.'

Über den Autor

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.

Inhaltsverzeichnis

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

Erscheinungsjahr:	1994
Fachbereich:	Management
Genre:	Importe , Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
Inhalt:	Kartoniert / Broschiert
ISBN-13:	9780029019863
ISBN-10:	0029019869
Sprache:	Englisch
Einband:	Kartoniert / Broschiert
Autor:	Bazerman, Max H
Auflage:	Revised edition
Hersteller:	Free Press
Verantwortliche Person für die EU:	Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de
Maße:	236 x 156 x 17 mm
Von/Mit:	Max H Bazerman
Erscheinungsdatum:	15.01.1994
Gewicht:	0,241 kg