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Draws on a study of the irrational behavior of ten thousand executives and student leaders to help managers and negotiators check their personal biases and assumptions in order to reach the best agreements possible.... अधिक

Negotiation and decision-making expert Max Bazerman explores how we can make more ethical choices by aspiring to be better, not perfect.Every day, you make hundreds of decisions. They’re largely personal, but these choices have an ethical twinge as well; they value certain principles and ends over o... अधिक

What all of us can do to fight the pervasive human tendency to enable wrongdoing in the workplace, politics, and beyondIt is easy to condemn obvious wrongdoers such as Elizabeth Holmes, Adam Neumann, Harvey Weinstein, and the Sackler family. But we rarely think about the many people who supported th... अधिक

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From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out,Negotiation Geniuswill dramatically improve your negotiating skills... अधिक

A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a 1-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author.... अधिक

A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a 1-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author.... अधिक

A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a 1-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author.... अधिक

A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a 1-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author.... अधिक

How organizations—including Google, StubHub, Airbnb, and Facebook—learn from experiments in a data-driven world.Have you logged into Facebook recently? Searched for something on Google? Chosen a movie on Netflix? If so, you've probably been an unwitting participant in a variety of experiments—also k... अधिक

It happens all the time. Two parties with common interests fail to reach an agreement--about a sale, a merger, a technology transfer--because they have different expectations about the future. They are both so confident in their prediction, or so suspicious of the other side's motives, that they ref... अधिक

This Reading argues that decision making is systematically flawed and introduces methods to improve decision-making effectiveness. The Essential Reading section covers the rational decision-making model and three important ideas that challenge it: Herbert Simon's concept of bounded rationality; Amos... अधिक

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1 Failure: Understand It... अधिक

When confronted with an ethical dilemma, most of us like to think we would stand up for our principles. But we are not as ethical as we think we are. In Blind Spots, leading business ethicists Max Bazerman and Ann Tenbrunsel examine the ways we overestimate our ability to do what is right and how we... अधिक

Managerial, executive, and entrepreneurial success requires the ability to negotiate. The essential reading and recommended module plan will help students to become more effective negotiators by: 1) mastering a negotiation framework that will help them analyze, prepare for, and execute negotiations ... अधिक

A fresh, research-driven playbook for how successful leaders can maximize the potential of others When we think of leaders, we often imagine lone, inspirational figures lauded for their behaviors, attributes, and personal decisions, and leadership books often reinforce that view. However, this appro... अधिक

Employees in decentralized organizations often note that it is harder to work with other divisions or departments within their own organization than it is to work with outside suppliers or customers. Instances of coordination failure often stem from the failure to structure the organization appropri... अधिक

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This book, in honor of David Messick, is about social decisions and the role cooperation plays in social life. Noted contributors who worked with Dave over the years will discuss their work in social judgment, decision making and ethics which was so important to Dave. The book offers a unique and v... अधिक