Negotiating Rationally
Enlarge cover
Rate this book
Clear rating
Open Preview

Negotiating Rationally

by
3.78 of 5 stars 3.78  ·  rating details  ·  83 ratings  ·  7 reviews
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 ass...more
Paperback, 196 pages
Published January 1st 1994 by Free Press (first published December 15th 1991)
more details... edit details

Friend Reviews

To see what your friends thought of this book, please sign up.

Reader Q&A

To ask other readers questions about Negotiating Rationally, please sign up.

Be the first to ask a question about Negotiating Rationally

This book is not yet featured on Listopia. Add this book to your favorite list »

Community Reviews

(showing 1-30 of 190)
filter  |  sort: default (?)  |  rating details
Charlotte
A solid introduction to the fundamentals of negotiating. This book was originally published twenty years ago, but human psychology hasn't changed much, so the techniques described are still very much applicable to today. Bazerman and Neale describe the fundamentals of negotiating, such as anchoring, the Winner's Curse, and integrative vs. distributive negotiating. There is also a brief section on multi-party negotiations. Overall, dry in parts, but ultimately useful (and applicable to all aspect...more
Alejandro Teruel
El estudio de la ciencia de la toma de decisiones tiene una historia fascinante por su papel clave en áreas tan diversas como administración, economía, política, psicología, ciencias militares e informática. ¿Cómo se pueden tomar buenas decisiones? ¿Hasta qué punto pueden automatizarse o al menos desarrollar herramientas que apoyen mejores decisiones?

En un primer momento de optimismo se consideró que las buenas decisiones podían tomarse racionalmente: se recopila toda la información necesaria, s...more
Pete Johnson
Some of the case studies were obviously outdated, but it was an interesting read nonetheless. I bought this on a whim at the used book store not sure when it would be applicable. Funny enough, I found myself thinking about Fantasy Sports basically the whole time.
SteveR
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.
Raul
Interesante libro, expone los factores mentales que intervienen sin que nos demos cuenta, al momento de tomar decisiones.
Chase
useful stuff, especially in tandem with simulations.
Maureen
All the cool kids are reading this!
Farhan Ahmed
Farhan Ahmed marked it as to-read
Sep 09, 2014
Beatriz
Beatriz marked it as to-read
Aug 27, 2014
Candice
Candice marked it as to-read
Aug 18, 2014
Kumar P.S
Kumar P.S marked it as to-read
Aug 18, 2014
Jason
Jason added it
Aug 13, 2014
Vikram
Vikram marked it as to-read
Aug 08, 2014
Erez
Erez marked it as to-read
Jul 26, 2014
Prashanth Jnanendra
Prashanth Jnanendra marked it as to-read
Jul 12, 2014
Stuart
Stuart marked it as to-read
Jul 09, 2014
Helen
Helen added it
Jun 24, 2014
Mike
Mike marked it as to-read
Jun 21, 2014
Matt
Matt marked it as to-read
Jun 06, 2014
« previous 1 3 4 5 6 7 next »
There are no discussion topics on this book yet. Be the first to start one »
51187
Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at the Harvard Business School and the Co-Director of the Center for Public Leadership at the Harvard Kennedy School. Max's research focuses on decision making, negotiation, and ethics. He is the author, co-author, or co-editor of twenty books and over 200 research articles and chapters. His latest book, The Power of N...more
More about Max H. Bazerman...
Blind Spots: Why We Fail to Do What's Right and What to Do about It Judgment in Managerial Decision Making The Power of Noticing: What the Best Leaders See Predictable Surprises: The Disasters You Should Have Seen Coming, and How to Prevent Them Smart Money Decisions: Why You Do What You Do with Money (and How to Change for the Better)

Share This Book