Negotiating Rationally
Author: Max H. Bazerman
List Price: $16.95
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ISBN: 0029019869
Publisher: Free Press (01 January, 1994)
Sales Rank: 29,290
Average Customer Rating: 3.4 out of 5
Customer Reviews
Rating: 2 out of 5
Dissappointing
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.
Rating: 5 out of 5
A Must Read for Anyone Involved in Negotiating
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.)
Rating: 4 out of 5
A review from an instructor who uses the book
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. Similar Products
Getting to Yes: Negotiating Agreement Without Giving In
The Art and Science of Negotiation
Bargaining for Advantage : Negotiation Strategies for Reasonable People
MANAGER AS NEGOTIATOR
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