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Negotiating rationally

Author: Max H Bazerman; Margaret Ann Neale
Publisher: New York : Free Press ; Toronto : Maxwell Macmillan Canada ; New York : Maxwell Macmillan International, ©1993.
Edition/Format:   Print book : English : 1st Free Press paperback edView all editions and formats
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Drawing on their research, the authors show that most managers tend to behave irrationally in negotiations. Strategies are identified to avoid pitfalls by concentrating on opponents' behaviour and  Read more...

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Document Type: Book
All Authors / Contributors: Max H Bazerman; Margaret Ann Neale
ISBN: 0029019869 9780029019863 0029019850 9780029019856
OCLC Number: 421852366
Description: xii, 196 p. : ill. ; 24 cm
Responsibility: Max H. Bazerman, Margaret A. Neale.

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James Ramsey President, James Ramsey & Associates This book offers tremendous insight on the negotiation process. Bazerman and Neale have not only written about theory, but made it applicable in the Read more...

 
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