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Negotiating Rationally

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ISBN-10: 0029019869

ISBN-13: 9780029019863

Edition: 1994

Authors: Max H. Bazerman, Margaret A. Neale

List price: $18.00
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Book details

List price: $18.00
Copyright year: 1994
Publisher: Free Press
Publication date: 1/1/1994
Binding: Paperback
Pages: 196
Size: 6.25" wide x 9.25" long x 0.75" tall
Weight: 0.638
Language: English

Preface
Acknowledgments
Introduction to Rational Thinking in Negotiation
Common Mistakes in Negotiation
The Irrational Escalation of Commitment
The Mythical Fixed-Pie
Anchoring and Adjustment
Framing Negotiations
Availability of Information
The Winner's Curse
Overconfidence and Negotiator Behavior
A Rational Framework for Negotiation
Thinking Rationally about Negotiation
Negotiations in a Joint Venture: A Case Example
Rational Strategies for Creating Integrative Agreements
Simplifying Complex Negotiations
Are You an Expert?
Fairness, Emotion, and Rationality in Negotiation
Negotiating in Groups and Organizations
Negotiating Through Third Parties
Competitive Bidding: The Winner's Curse Revisited
Negotiating Through Action
Conclusion: Negotiating Rationally in an Irrational World
Notes
Index