Title: Negotiating Rationally Author(s): Max H. Bazerman and Margaret A. Neale Publisher: The Free Press, 1992 This book is a true work of reference for anyone practicing the art of negotiation. The authors make a detailed study of common psychological traps for negotiators, e.g. imagined hostility, irrational escalation, overconfidence, etc., then outline a practical approach to negotiating successfully. Main subject [Negotiation]

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[Manageris 24a — 02/95]

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Further readings:
• YOU CAN NEGOCIATE ANYTHING, H. Cohen, Citatel Press, 1980.
• THE ART AND SCIENCE OF NEGOCIATION, H. Raiffa, Harvard University Press, 1982.
• GETTING TO YES, R. Fisher and W. Ury, Penguin Books, 1985.
• LES CHAUSSE-TRAPPES DE LA PRISE DE DÉCISION, J. Edward Russo and Paul J.H. Schoemaker, Éditions d’Organisation, 1994.