Rational negotiation

Author: Bazerman
Publisher:
Publish Date: 2004-05-01
Features: Simplify complex negotiation processes, maximize your interests in negotiation! Through extensive research on real managers, the author not only identifies many common mistakes made by negotiators but also offers wise advice on how to avoid these mistakes and discover others. Bazerman and Neil's framework and compelling examples will help readers avoid significant negotiation errors. The chapter on the "Winner's Curse" should be mandatory reading for all CEOs with acquisition intentions. For managers, negotiation is a way of life. You need to negotiate to secure scarce resources, resolve conflicts and disagreements between various stakeholders and individuals, achieve cooperation, and realize personal and organizational goals. This series of books can help you learn systematic negotiation theory and master practical negotiation skills. The author vividly illustrates how to negotiate rationally and effectively through numerous real-life cases and scientific experiments. Whether you face large-scale corporate negotiations or personal disputes with colleagues or loved ones, the strategies introduced in the book will be helpful to you.