Negotiating Rationally.

Format:

Book

Author/Creator:

Bazerman, Max H.

Contributor:

Neale, Margaret A.

GIC Course Text Collection (University of Pennsylvania)

Language:

English

Subjects (All):

Business.

Local Subjects:

Business.

Summary:

'Based on gobs of evidence with real managers, the authors not only identify common errors that many negotiators make, but offer sage prescriptive advice on how you can avoid such errors yourself and perhaps exploit the errors of others.'

Contents:

Part 1 Common Mistakes in Negotiation

2 The Irrational Escalation of Commitment 9

3 The Mythical Fixed-Pie 16

4 Anchoring and Adjustment 23

5 Framing Negotiations 31

6 Availability of Information 42

7 The Winner's Curse 49

8 Overconfidence and Negotiator Behavior 56

Part 2 A Rational Framework for Negotiation

9 Thinking Rationally about Negotiation 67

10 Negotiations in a Joint Venture: A Case Example 77

11 Rational Strategies for Creating Integrative Agreements 89

Part 3 Simplifying Complex Negotiations

12 Are You an Expert? 105

13 Fairness, Emotion, and Rationality in Negotiation 116

14 Negotiating in Groups and Organizations 126

15 Negotiating Through Third Parties 140

16 Competitive Bidding: The Winner's Curse Revisited 152

17 Negotiating Through Action 160

18 Conclusion: Negotiating Rationally in an Irrational World 171.

ISBN:

0029019869