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...
In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negoti...
Why do our government leaders continually make decisions and craft policies that everybody knows are foolish? Because they, like the rest of us, remain trapped in foolish and unproductive habits of thinking. "You Can't Enlarge the Pie" analyzes the unspoken assumptions that lead to bad policy, wasted resources, and lost lives, and shows exactly why they're wrong. With fascinating case studies and clear, compelling analysis, it dissects six psychological barriers to ineffective government:1. Do no harm. 2. Their gain is our loss.3. Competition is always good. 4. Support our group. 5. Live for...
Why do our government leaders continually make decisions and craft policies that everybody knows are foolish? Because they, like the rest of us, remai...
"If you need to negotiate anything . . . from a pay increase to buying or selling a house-this book covers all the bases. Bazerman] has taught, tested, and proven his theories with thousands of executives and MBA students."-Donald P. Jacobs, Dean, J. L. Kellogg Graduate School of Management, Northwestern University
"Max Bazerman provides a fascinating, easy-to-understand look at how we make money decisions and offers sound advice that will help you increase your net worth."-Roger E. Stricker, PhD, Vice President, Intellectual...
Praise for Smart Money Decisions
"If you need to negotiate anything . . . from a pay increase to buying or selling a house-this book cove...
Two leading experts in managerial decision making show that many disasters in business are preceded by clear warning signals that leaders either miss or purposely ignore. Here they outline the six danger signals that suggest a predictable surprise may be imminent.
Two leading experts in managerial decision making show that many disasters in business are preceded by clear warning signals that leaders either miss ...
This book, in honor of David Messick, is about social decisions and the role cooperation plays in social life. Noted contributors who worked with Dave over the years will discuss their work in social judgment, decision making and ethics which was so important to Dave.
The book offers a unique and valuable contribution to the fields of social psychology and organizational behavior. Ethical decision making, a central focus of this volume, is highly relevant to current scholarship and research in both disciplines. The volume will be suitable for graduate level courses in organizational...
This book, in honor of David Messick, is about social decisions and the role cooperation plays in social life. Noted contributors who worked with D...
A "must-read" (Booklist) from Harvard Business School Professor and Codirector of the Harvard Kennedy School's Center for Public Leadership: A guide to making better decisions, noticing important information in the world around you, and improving leadership skills. Imagine your advantage in negotiations, decision-making, and leadership if you could teach yourself to see and evaluate information that others overlook. The Power of Noticing provides the blueprint for accomplishing precisely that. Max Bazerman, an expert in the field of applied behavioral psychology, draws on...
A "must-read" (Booklist) from Harvard Business School Professor and Codirector of the Harvard Kennedy School's Center for Public Leadership: A ...
