Goodreads helps you keep track of books you want to read.
Start by marking “Negotiating Rationally” as Want to Read:
Negotiating Rationally
Enlarge cover
Rate this book
Clear rating
Open Preview

Negotiating Rationally

3.82  ·  Rating Details ·  139 Ratings  ·  9 Reviews
Negotiating Rationally
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)
filter  |  sort: default (?)  |  Rating Details
Feb 21, 2011 Charlotte rated it liked it
Shelves: non-fiction
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
Apr 17, 2008 SteveR rated it really liked it
Shelves: non-fiction, business
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.
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
May 25, 2017 Juli rated it liked it  ·  review of another edition
Shelves: 2017
Este libro debí leerlo para la Universidad.
Es un libro recomendado, y aunque las enseñanzas son sumamente actuales, los ejemplos son del siglo pasado y hay miles de ejemplos en la actualidad que pueden ser más cercanos al lector.

Feb 26, 2014 Yijun rated it it was ok
I would think this book is more insightful or enlightening for experienced negotiators who actually know basic negotiation tactics and skills. For amateurs, this book is too high level and they probably still don't know how to negotiate after reading the book. I find most chapters are boring unfortunately. I can see the author is trying to use the result of experiments to convey or prove certain points, but it's just difficult for me to link these textbook principles to the actual negotiation si ...more
Pete Johnson
Nov 19, 2013 Pete Johnson rated it liked it
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.
Jul 29, 2013 Raul rated it liked it
Interesante libro, expone los factores mentales que intervienen sin que nos demos cuenta, al momento de tomar decisiones.
Sep 16, 2009 Chase rated it really liked it
useful stuff, especially in tandem with simulations.
Mar 18, 2009 Maureen rated it really liked it
All the cool kids are reading this!
Margaret rated it liked it
Aug 24, 2007
Brandon rated it liked it
Jan 05, 2015
Adam Temple
Adam Temple rated it really liked it
Mar 04, 2013
Sumeet rated it liked it
Feb 01, 2017
Boris Treukhov
Boris Treukhov rated it it was amazing
Jan 02, 2015
Ericka Luna
Ericka Luna rated it it was amazing
May 04, 2009
Josh Hackett
Josh Hackett rated it it was amazing
Dec 10, 2008
Luiz Pinto
Luiz Pinto rated it really liked it
Dec 08, 2016
Ivar rated it liked it
Apr 13, 2013
Peter Fabian
Peter Fabian rated it it was ok
Nov 21, 2015
Christopher Rae
Christopher Rae rated it really liked it
Dec 29, 2012
R rated it it was amazing
Jun 18, 2012
Notetaker rated it it was amazing
Jan 17, 2011
Dane rated it it was ok
May 10, 2012
Michael Kades
Michael Kades rated it really liked it
Sep 22, 2014
Claire rated it really liked it
Mar 27, 2013
Orm rated it liked it
Nov 07, 2016
Joe rated it liked it
May 18, 2014
Daiki rated it really liked it
Jun 30, 2009
Dora rated it really liked it
Oct 12, 2009
Gerta Hagen
Gerta Hagen rated it really liked it
May 10, 2017
« previous 1 3 4 5 next »
There are no discussion topics on this book yet. Be the first to start one »
  • Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
  • Getting Together: Building Relationships As We Negotiate
  • The Truth About Negotiations
  • My Start-Up Life: What a (Very) Young CEO Learned on His Journey Through Silicon Valley
  • Women Don't Ask: Negotiation and the Gender Divide
  • Weird Ideas That Work: How to Build a Creative Company
  • The One to One Future
  • The Nordstrom Way: The Inside Story of America's #1 Customer Service Company
  • Winning Decisions: Getting It Right the First Time
  • Negotiate This!: By Caring, But Not T-H-A-T Much
  • Coaching for Improved Work Performance, Revised Edition
  • Trump-Style Negotiation: Powerful Strategies and Tactics for Mastering Every Deal
  • A Million Bucks by 30: How to Overcome a Crap Job, Stingy Parents, and a Useless Degree to Become a Millionaire Before (or After) Turning Thirty
  • The Power Principle: Influence With Honor
  • The Male Factor: The Unwritten Rules, Misperceptions, and Secret Beliefs of Men in the Workplace
  • Managing in a Time of Great Change
  • The Innovator's Toolkit: 50+ Techniques for Predictable and Sustainable Organic Growth
  • Defining Moments: When Managers Must Choose Between Right and Right
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...

Share This Book