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Negotiating Rationally Paperback – 1 Oct 1993

3.4 out of 5 stars 4 customer reviews

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Product details

  • Paperback: 207 pages
  • Publisher: Simon & Schuster Ltd; New Ed edition (1 Oct. 1993)
  • Language: English
  • ISBN-10: 0029019869
  • ISBN-13: 978-0029019863
  • Product Dimensions: 15.5 x 1.5 x 23.5 cm
  • Average Customer Review: 3.4 out of 5 stars 4 customer reviews
  • Amazon Bestsellers Rank: 621,281 in Books (See Top 100 in Books)
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Product description

Review

Donald P. Jacobs

Dean, J. L. Kellogg Graduate School of Management

The information in Bazerman and Neale's book has been central to developing the most popular course in the curriculum at the J. L. Kellogg Graduate School of Management at Northwestern. It has proved to be extraordinarily useful to managers and executives throughout our executive education programs. Their work brings together negotiation analysis and social and cognitive psychology to create unique insights for the practical manager. With the knowledge that I have acquired from the book, I am looking forward to negotiating with them on a more level playing field.



"Chicago Tribune"

Insightful, entertaining...draws on the state-of-the-art in decision theory, game theory and psychology.



Frederick J. Manning

President, Celtic Group, Inc.

Max Bazerman and Margaret Neale have analyzed and described negotiating behavior in a most clear and helpful manner.



Howard Raiffa

Frank P. Ramsey Professor of Managerial Economics, Harvard University

Based on gobs of evidence with real managers, the authors not only identify common errors that many negotiators make, but offer sage prescriptive advice on how you can avoid such errors yourself and perhaps exploit the errors of others.



Alfred Rappaport

Chairman, the Alcar Group, and Adjunct Professor Kellogg Graduate School of Management

A significant contribution to more effective negotiating. Bazerman and Neale's framework coupled with their very impressive range of practical case illustrations will help readers avoid costly negotiation mistakes. The chapter dealing with the "winner's curse" should be required reading for all acquisition-minded CEOs.



"Chicago Tribune"Insightful, entertaining...draws on the state-of-the-art in decision theory, game theory and psychology.

Frederick J. ManningPresident, Celtic Group, Inc.Max Bazerman and Margaret Neale have analyzed and described negotiating behavior in a most clear and helpful manner.

Howard RaiffaFrank P. Ramsey Professor of Managerial Economics, Harvard UniversityBased on gobs of evidence with real managers, the authors not only identify common errors that many negotiators make, but offer sage prescriptive advice on how you can avoid such errors yourself and perhaps exploit the errors of others.

Alfred RappaportChairman, the Alcar Group, and Adjunct Professor Kellogg Graduate School of ManagementA significant contribution to more effective negotiating. Bazerman and Neale's framework coupled with their very impressive range of practical case illustrations will help readers avoid costly negotiation mistakes. The chapter dealing with the "winner's curse" should be required reading for all acquisition-minded CEOs.

Donald P. JacobsDean, J. L. Kellogg Graduate School of ManagementThe information in Bazerman and Neale's book has been central to developing the most popular course in the curriculum at the J. L. Kellogg Graduate School of Management at Northwestern. It has proved to be extraordinarily useful to managers and executives throughout our executive education programs. Their work brings together negotiation analysis and social and cognitive psychology to create unique insights for the practical manager. With the knowledge that I have acquired from the book, I am looking forward to negotiating with them on a more level playing field.

From the Back Cover

'Based on gobs of evidence with real managers, the authors not only identify common errors that many negotiators make, but offer sage prescriptive advice on how you can avoid such errors yourself and perhaps exploit the errors of others.'

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19 August 2015
Format: Paperback|Verified Purchase
2 August 1999
Format: Paperback
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11 March 1999
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One person found this helpful
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25 June 1998
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Most helpful customer reviews on Amazon.com

Amazon.com: 4.4 out of 5 stars 25 reviews
Kelly Lewis
5.0 out of 5 starsCLASS READING! NEGOTIATION COURSE!
30 June 2016 - Published on Amazon.com
Format: Paperback|Verified Purchase
One person found this helpful.
Marco Lalama Gross
4.0 out of 5 starsFour Stars
17 August 2017 - Published on Amazon.com
Format: Paperback|Verified Purchase
Nese ISIK
5.0 out of 5 starsThe Best Book on Negotiation
7 February 2011 - Published on Amazon.com
Format: Paperback|Verified Purchase
3 people found this helpful.
Linda J Willis
5.0 out of 5 starsFive Stars
6 September 2017 - Published on Amazon.com
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JM
5.0 out of 5 starsgreat read
10 December 2016 - Published on Amazon.com
Format: Paperback|Verified Purchase

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