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Indiana University Bloomington - FALL 2010 | ||
Section 11296 | ||
 | Negotiating Rationally (Reprint Edition) by Max H. Bazerman, Margaret Ann Neale, Max Bazeman Paperback, 196 Pages, Published 1994 ISBN-10: 0-02-901986-9 / 0029019869 ISBN-13: 978-0-02-901986-3 / 9780029019863 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. Draw | |