BAZERMAN, Max H.
Negotiating rationally - New York : The Free, 1992 - 196 p.
1. Introduction to rational thining in negotiation Part one - Common mistakes in negotiation 2. The irrational escalation of commitment 3. The mythical fixed-pie 4. Anchoring and adjustment 5. Framing negotiations 6. Availability of information 7. The winner's curse 8. Overconfidence and negotiator behavior Part two - A rational framework for negotiation 9. Thinking rationally about negotiation 10. Negotiations in a joint venture: a case example 11. Rational strategies for creating integrative agreements Part three - Simplifying complex negotiations 12. Are you an expert? 13. Fairness, emotion, and rationality in negotiation 14. Negotiating in groups and organizations 15. Negotiating through third parties 16. Competitive bidding: the winner's curse revisited 17. Negotiating through action 18. Conclusion: negotiating rationally in an irrational world
0029019869
Negociação
Avaliação
Racionalidade Administrativa
Racionalização
Negotiating rationally - New York : The Free, 1992 - 196 p.
1. Introduction to rational thining in negotiation Part one - Common mistakes in negotiation 2. The irrational escalation of commitment 3. The mythical fixed-pie 4. Anchoring and adjustment 5. Framing negotiations 6. Availability of information 7. The winner's curse 8. Overconfidence and negotiator behavior Part two - A rational framework for negotiation 9. Thinking rationally about negotiation 10. Negotiations in a joint venture: a case example 11. Rational strategies for creating integrative agreements Part three - Simplifying complex negotiations 12. Are you an expert? 13. Fairness, emotion, and rationality in negotiation 14. Negotiating in groups and organizations 15. Negotiating through third parties 16. Competitive bidding: the winner's curse revisited 17. Negotiating through action 18. Conclusion: negotiating rationally in an irrational world
0029019869
Negociação
Avaliação
Racionalidade Administrativa
Racionalização
