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Bazerman, Max H./ Neale, Margaret A. 作者

Simon & Schuster

译者

1994-1 出版日期

207 页数

142.00元价格

Pap

丛书系列

9780029019863 图书编码

Negotiating Rationally 在线电子书图书标签: 谈判思维心理学 Negotiation

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发表于2024-11-22

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Negotiating Rationally 在线电子书 epub 下载 mobi 下载 pdf 下载 txt 下载 2024

Negotiating Rationally 在线电子书 pdf 下载 txt下载 epub 下载 mobi 下载 2024

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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.

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