In "Negotiating Rationally," Max Bazerman and Margaret Neale teach how to avoid irrational pitfalls in negotiations and gain the upper hand by focusing on opponents' tactics and recognizing biases. In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations.For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents’ behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals. 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