Negotiating Rationally

Max H. Bazerman is the J. J. Gerber Distinguished Professor of Dispute Resolution and Organizations and Margaret A. Neale is the H. L. and Helen Kellogg Distinguished Professor of Dispute Resolution and Organizations at the J. L. Kellogg Graduate School of Management at Northwestern University. They are coauthors of Cognition and Rationality in Negotiation.

• ContentsPrefaceAcknowledgments1 Introduction to Rational Thinking in NegotiationPART ONECommon Mistakes in Negotiation2 The Irrational Escalation of Commitment3 The Mythical Fixed-Pie4 Anchoring and Adjustment5 Framing Negotiations6 Availability of Information7 The Winner's Curse8 Overconfidence and Negotiator BehaviorPART TWOA Rational Framework for Negotiation9 Thinking Rationally about Negotiation10 Negotiations in a Joint Venture: A Case Example11 Rational Strategies for Creating Integrative AgreementsPART THREESimplifying Complex Negotiations12 Are You an Expert?13 Fairness, Emotion, and Rationality in Negotiation14 Negotiating in Groups and Organizations15 Negotiating Through Third Parties16 Competitive Bidding: The Winner's Curse Revisited17 Negotiating Through Action18 Conclusion: Negotiating Rationally in an Irrational WorldNotesIndex