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Negotiating Rationally Hardcover – January 30, 1992
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Top Customer Reviews
The book breaks down into three parts: common negotiation fallacies, a framework for negotiation, and complex negotiations. The first section on negotiation fallacies is the best; in it Bazerman and Neale discuss ideas (with some influence from psychology) such as the confidence fallacy, anchoring, the winner's curse, and the availability of information. The ideas are well-illustrated with many real-world examples. Even better, the right amount is written about each one. By the end of each chapter I had learned a lot but was ready to move on.
The next two sections, on a framework for negotiation and complex negotiations, seem to reiterate the previous fallacies without giving new ideas. The solutions they recommend are mind-numbingly obvious applications of section one; ie people tend to be overconfident, so remember to assess whether you are being overconfident. These ideas are not just explained with examples but over-explained. The complex negotiations section has too much information about the same points. The author would have been better off explaining more of the intricacies and nuance of the fallacies rather than simply reiterating their meaning. An example: the chapter on "negotiating through action" (which I don't believe is a topic different from the rest of the book) supports a point by citing four examples, using three pages to explain them. One example would have been sufficient.
Bazerman and Neale do a decent job introducing rational negotiation. The ideas in the book (much of which is game theory put in less theoretical terms) are valuable.Read more ›
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
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.
Most Recent Customer Reviews
Purchased as a textbook for a class. Good enough to explain the topic but not good enough to keep as a reference book.Published 17 months ago by Mo B
It's old-school negotiations. I prefer a more fluid and practical approach but this book is the foundation of negotiations.Published 20 months ago by Daniel Yanez
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.Published on October 11, 2013 by Clark Riley
Negotiation is my profession. I've read a lot of books and passed a lot of trainings, but this book is most useful and pragmatic I've ever read.Published on June 30, 2013 by Anton Spivak
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.Published on December 19, 2012 by JC
Product is as promised. Thank you! I am using this book for a college course. It has been very helpful.Published on November 26, 2012 by Tracy Garner
The authors' analysis of relevant case studies, which included several high profile business transactions, was very effective in illustrating the use or lack thereof, of key... Read morePublished on May 27, 2012 by Angela