Negotiating Rationally
Max H. Bazerman, Margaret A. Neale
InNegotiating 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 assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents’ behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals.
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 assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents’ behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals.
Kategorije:
Godina:
1993
Izdanje:
Paperback
Izdavač:
The Free Press
Jezik:
english
Strane:
196
ISBN 10:
0029019869
ISBN 13:
9780029019863
Fajl:
PDF, 14.71 MB
IPFS:
,
english, 1993
Amazon 
Barnes & Noble 
Bookshop.org 
File converter
Više rezultata pretrage
More benefits ![Roger Fisher & William Ury [Fisher, Roger & Ury, William] — Getting to Yes: Negotiating an Agreement Without Giving In](https://s3proxy.cdn-zlib.se/covers200/collections/userbooks/697d38570946b127d497a1dfd914c8e002a1803ec4f37f2e9855db8eadb48119.jpg)
Najčešći pojmovi
Povezani Spiskovi knjiga
