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 concentrating on opponents' behavior and developing the ability to recognize individual limitations and biases. They explain how to...

This volume is a readily accessible compilation of current, original scholarly research in the area of power and influence in organizations. It offers a rich exploration of emerging trends and new perspectives.

A true learning tool for students and scholars alike; the third edition of Organizational Behavior: A Management Challenge has been designed to effectively present an overview of the challenges facing managers and employees in today's competitive organizations.
The latest research in organizational behavior has been interwoven with real-life cases and practical applications to provide a highly accessible text for advanced undergraduate and MBA students of management and psychology.
To reflect the evolving challenges of today's organizations, this text...

Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and Thomas Lys draw on the latest advances in psychology and economics to provide new strategies for anyone shopping for a car, lobbying for a raise, or simply haggling over who takes out the trash. Getting (More of) What You Want shows how inexperienced negotiators regularly leave significant value on the table--and reveals how you can claim it.

This work has been designed to effectively present an overview of the challenges facing managers and employees in today's competitive organizations. It includes practical applications, and should be of use to advanced undergraduate and MBA students of management and psychology.