Negotiating Rationally Paperback – January 1, 1994

I read this book at Northwestern's Kellogg School of Business during an executive education course. I have been recommending this book since that time because it complements books on negotiation techniques that focus on analytics and strategy. This book is a must-read for anyone negotiating. It showcases the irrationality that we all have for certain aspects of our decision-making.For example, how presenting a discount in % form does better or worse for some people than presenting the same discount in absolute numbers.I purchased this copy for my son studying Economics at NWU but I recommend it to anyone in any field. It has a universal appeal.

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 think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals or students like me!!!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.Donald P. Jacobs, Dean, J. L. Kellogg Graduate School of Management

Negotiation is central to my business, and I believe for many people as well.After reading several books on the subject, "Negotiating Rationally" outperformed my expectations."Rationally" is the keyword most of us lack in negotiations and we are trapped in several humanely biases just to get the deal done. These biases include: the tendency to irrationally escalate commitment to a previously chosen strategy, the mythical fixed-pie, anchoring & adjustment, the framing of the negotiation, the winner's curse, overconfidence, etc. The book has several examples of previous negotiations, the mistakes and the wisdom to learn from all this.

Excellent book.

If it can come with a summary of every tips discussed in this book that will be great! Overall, it is a useful book for those who are not so familiar with structural negotiation.

This is a very meaningful book and we find it useful Good read - and helpfulWe love this product - excellent!!!! Thank you for such fine service. We greatly appreciate it.

great book for beginners!

Bazerman is fantastic.

gud buk

Ok

No problems

Common sense knowledge in a useful package. It does not have chapter numbers

The books explains the irrational traps of negotiation and gives checklists to check on the effects of the different traps before and during negotiation. Worth reading for negotiators or people curious about why they ended up buying this artefact on the african market 10 times its price without even wanting it...Short read, gives concepts and psychological explanations, then how to protect oneself in the negotiation. An actionable book.