Negotiating Rationally
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Negotiating Rationally

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)
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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Some of the case studies were obviously outdated, but it was an interesting read nonetheless.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.
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.
Interesante libro, expone los factores mentales que intervienen sin que nos demos cuenta, al momento de tomar decisiones.
useful stuff, especially in tandem with simulations.
All the cool kids are reading this!
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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
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