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Negotiating rationally / Max H. Bazerman, Margaret A. Neale
Bib ID 2733
Format BookBook
Author
Bazerman, Max H
 
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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
 
Notes

Includes bibliographical references (p. 177-191) and index.

Subjects Negotiation.  |  Negotiation in business.
Other authors/contributors Neale, Margaret Ann

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