Negotiating Rationally

by Margaret A. Neale and Max H. Bazerman

Book Overview

In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations.For 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...

• Format: Paperback
• Language: English
• ISBN: 0029019869
• ISBN13: 9780029019863
• Release Date: January 1994
• Publisher: Free Press
• Length: 196 Pages
• Weight: 0.63 lbs.
• Dimensions: 0.5" x 6.2" x 9.2"

Customer Reviews

Good Read

Very good, quick and easy read! There are some really good tips as to how to prepare oneself for different types of negotiations. I also enjoyed the real-life negotiation examples provided. I also suggest reading Getting to Yes as a complement to this book.

Underrated

If you really want to study negotiation, this book teaches you how to adjust your adjust your perception to be far more effective in decisions and negotiating. So many people need this advice which makes it important to learn! It allows you to understand how people think when they make poor decisions and analysis. After reading this I found myself saying, "What information did you use to make that assessment?" This is really great for the serious and humble negotiating student.

Great advice on negotiation

This books provides a good starting point to improve negotiation skills. Some basic theory on distributive and integrative negotiation helps in framing the opportunities and traps occurring during negotiation. The book is easy to read, and it is a useful tool for beginners

A Must Read for Anyone Involved in Negotiating

Absolutely excellent! Read it 3 times, highlighted important information on nearly every page. Now I refer back to it and study it prior to any important negotiations. In chapter 1 (on page 2!), Bazerman outlines negotiating strategy and seven methods for improving one's negotiating skills. The next 7 chapters systematically address each principle in clear and concise detail. It's a must read book. (It even has some very interesting facts about home buying or selling.)

A review from an instructor who uses the book

The review by Payne from Thunderbird appearing in this website is too harsh. Bazerman's strength as a negotiation author comes from his background in decision-making. This book does an excellent job of laying out the cognitive aspect of negotiations (far better than Raiffa's classic, for example). Admittedly, the book may be a bit simplistic to be the primary reading in a rigorous MBA course, but it is a good supplement and of great value for the executive or professional who is several years or more removed from his or her schooling.