Negotiating rationally
By: BAZERMAN, Max H
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Contributor(s): NEALE, Margaret A.
Material type: 
BookPublisher: New York : The Free, 1992Description: 196 p.ISBN: 0029019869.Subject(s): Negociação | Avaliação | Racionalidade Administrativa | Racionalização| Item type | Current location | Collection | Call number | Copy number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|---|
| Livro Geral | Biblioteca Graciliano Ramos | Livro Geral | 2.15B362n (Browse shelf) | 1 | Available | 10009867 |
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
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