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Title: Negotiating Rationally by Max H. Bazerman ISBN: 0-02-901986-9 Publisher: Free Press Pub. Date: 01 January, 1994 Format: Paperback Volumes: 1 List Price(USD): $16.95 |
Average Customer Rating: 3.4 (5 reviews)
Rating: 2
Summary: Dissappointing
Comment: 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
Summary: A Must Read for Anyone Involved in Negotiating
Comment: 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
Summary: A review from an instructor who uses the book
Comment: 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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Title: Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William Ury, Bruce Patton ISBN: 0140157352 Publisher: Penguin USA (Paper) Pub. Date: December, 1991 List Price(USD): $14.00 |
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Title: The Art and Science of Negotiation by Howard Raiffa ISBN: 067404813X Publisher: Belknap Pr Pub. Date: March, 1985 List Price(USD): $17.55 |
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Title: Bargaining for Advantage : Negotiation Strategies for Reasonable People by G. Richard Shell, Richard G. Shell ISBN: 0140281916 Publisher: Penguin USA (Paper) Pub. Date: 05 June, 2000 List Price(USD): $15.00 |
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Title: The Mind and Heart of the Negotiator (2nd Edition) by Leigh L. Thompson ISBN: 0130179647 Publisher: Prentice Hall Pub. Date: 15 December, 2000 List Price(USD): $77.00 |
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Title: Negotiation: Readings, Exercises, and Cases by Roy J Lewicki, David M Saunders, John W Minton, Bruce Barry, Roy Lewicki, David Saunders, John Minton ISBN: 0072429658 Publisher: McGraw-Hill/Irwin Pub. Date: 04 June, 2002 List Price(USD): $81.65 |
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