Negotiating rationally / Max H. Bazerman, Margaret A. Neale Bazerman, Max H

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Bazerman, Max H
Negotiation.; Negotiation in business.; Management.
  • 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.
Read associated article: Escalation of commitment
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