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Negotiating Rationally | 
 enlarge | Author: Max H. Bazerman
Publisher: Free Press
Category: Book
List Price: $17.95
Buy New: $5.00
You Save: $12.95 (72%)
New (38) Used (39) Collectible (3) from $4.74
Rating:  7 reviews
Sales Rank: 13373
Media: Paperback
Pages: 196
Number Of Items: 1
Shipping Weight (lbs): 0.5
Dimensions (in): 9.2 x 6.2 x 0.5
ISBN: 0029019869
Dewey Decimal Number: 650
EAN: 9780029019863
ASIN: 0029019869
Publication Date: January 1, 1994
Availability: Usually ships in 1-2 business days
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Product Description
'Based on gobs of evidence with real managers, the authors not only identify common errors that many negotiators make, but offer sage prescriptive advice on how you can avoid such errors yourself and perhaps exploit the errors of others.'
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| Customer Reviews: Read 2 more reviews...
 Underrated August 27, 2007
Edmund V. Faggioli
If you really want to study negotiation, this book teaches you how to adjust your adjust your perception to be far more effective in decisions and negotiating. So many people need this advice which makes it important to learn! It allows you to understand how people think when they make poor decisions and analysis. After reading this I found myself saying, "What information did you use to make that assessment?" This is really great for the serious and humble negotiating student.
Great advice on negotiation January 7, 2007
Giuseppe Grillo (Eindhoven, The Netherlands)
This books provides a good starting point to improve negotiation skills. Some basic theory on distributive and integrative negotiation helps in framing the opportunities and traps occurring during negotiation. The book is easy to read, and it is a useful tool for beginners
 Dissappointing November 6, 2002
Joe Hepworth (Gilbert, AZ United States)
13 out of 15 found this review helpful
Negotiating Rationally seemes promising but falls short. It provides food for thought on the interface between distributive and integrative bargaining and on biases that get in the way of a good solution. But as a framework for negotiation, Negotiating Rationally is inadequate. Getting to Yes is a far better structure and is easier to understand -- both for the novice and the experienced negotiator.
A Must Read for Anyone Involved in Negotiating May 22, 2000
Robert Knox (Arizona)
12 out of 14 found this review helpful
Absolutely excellent! Read it 3 times, highlighted important information on nearly every page. Now I refer back to it and study it prior to any important negotiations. In chapter 1 (on page 2!), Bazerman outlines negotiating strategy and seven methods for improving one's negotiating skills. The next 7 chapters systematically address each principle in clear and concise detail. It's a must read book. (It even has some very interesting facts about home buying or selling.)
A review from an instructor who uses the book August 2, 1999
19 out of 20 found this review helpful
The review by Payne from Thunderbird appearing in this website is too harsh. Bazerman's strength as a negotiation author comes from his background in decision-making. This book does an excellent job of laying out the cognitive aspect of negotiations (far better than Raiffa's classic, for example). Admittedly, the book may be a bit simplistic to be the primary reading in a rigorous MBA course, but it is a good supplement and of great value for the executive or professional who is several years or more removed from his or her schooling.
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