{"product_id":"negotiating-rationally-9780029019863","title":"Negotiating Rationally","description":"\u003cb\u003eIn \u003ci\u003eNegotiating Rationally\u003c\/i\u003e, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations.\u003c\/b\u003e \u003cp\u003e\u003c\/p\u003eFor 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.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Free Press\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 01\/01\/1994\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9780029019863\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 196\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.54lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.20h x 6.22w x 0.52d","brand":"Max H. Bazerman","offers":[{"title":"Default Title","offer_id":42059317575861,"sku":"9780029019863","price":16.14,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0473\/0804\/6492\/products\/img_baa664b9-9609-40f9-8774-afe844906fb7.jpg?v=1650342526","url":"https:\/\/pastforward.org\/products\/negotiating-rationally-9780029019863","provider":"Past Forward","version":"1.0","type":"link"}