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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.
They identify strategies to avoid these pitfalls in Negotiating by concentrating on opponents\' behavior.
Drawing on their research, the authors show how we are prisoners of our own assumptions.
For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party.
In Negotiating Rationally , Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations
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