Negotiating rationally
著者
書誌事項
Negotiating rationally
Free Press , Maxwell Macmillan Canada , Maxwell Macmillan International, c1992
大学図書館所蔵 件 / 全18件
-
該当する所蔵館はありません
- すべての絞り込み条件を解除する
注記
Includes bibliographical references (p. 177-191) and index
内容説明・目次
内容説明
Most managers tend to behave irrationally in negotiations, according to the authors of this book. 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' behaviour 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.
「Nielsen BookData」 より