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Negotiating Rationally

3.84  ·  Rating details ·  245 ratings  ·  9 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
Paperback, 196 pages
Published January 1st 1993 by The Free Press (first published December 15th 1991)
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Feb 21, 2011 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 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 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 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 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.
Raul Carpio
Jul 29, 2013 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 rated it really liked it
useful stuff, especially in tandem with simulations.
Mar 18, 2009 rated it really liked it
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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