Negotiating rationally / Max H. Bazerman, Margaret A. Neale
- Bib ID:
- 2733
- Format:
- Book
- Author:
- Bazerman, Max H
- Online Version:
-
- Sample text
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- Table of contents only
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- Sample text
- Related Online Resources:
- Contributor biographical information
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- Edition:
- 1st Free Press paperback ed.
- Description:
-
- New York : Free Press ; Toronto : Maxwell Macmillan Canada ; New York : Maxwell Macmillan International, c1992
- xii, 196 p. : ill. ; 24 cm.
- ISBN:
-
- 0029019850
- 0029019869 (paperback)
- Full contents:
-
- Machine derived contents note: Contents
- Preface
- Acknowledgments
- 1 Introduction to Rational Thinking in Negotiation
- PART ONE Common Mistakes in Negotiation
- 2 The Irrational Escalation of Commitment
- 3 The Mythical Fixed-Pie
- 4 Anchoring and Adjustment
- 5 Framing Negotiations
- 6 Availability of Information
- 7 The Winner's Curse
- 8 Overconfidence and Negotiator Behavior
- PART TWO A Rational Framework for Negotiation
- 9 Thinking Rationally about Negotiation
- 10 Negotiations in a Joint Venture: A Case Example
- 11 Rational Strategies for Creating Integrative Agreements
- PART THREE Simplifying Complex Negotiations
- 12 Are You an Expert?
- 13 Fairness, Emotion, and Rationality in Negotiation
- 14 Negotiating in Groups and Organizations
- 15 Negotiating Through Third Parties
- 16 Competitive Bidding: The Winner's Curse Revisited
- 17 Negotiating Through Action
- 18 Conclusion: Negotiating Rationally in an Irrational World
- Notes
- Index.
- Notes:
- Includes bibliographical references (p. 177-191) and index.
- Subject:
- Other authors/contributors:
- Neale, Margaret Ann
- Copyright:
-
In Copyright
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Copyright status was determined using the following information:
- Material type:
- Literary Dramatic Musical
- Published status:
- Published
- Publication date:
- 1992
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