02904cam a2200337 i 450000100090000000300070000900500170001600800410003301000170007402000300009102000270012104000260014804200080017405000220018210000310020424500600023526000090029526400610030430000440036533600260040933700280043533800270046350400510049050503430054152014940088465000290237865000170240765000480242465000700247265500240254223817014US-DLC20260303120828.0240809s2025    njua     b    001 0 eng    a  2024035095  a9780691249445q(hardback)  z9780691250311q(ebook)  aaubengerdacaudDLC  apcc00aHD58.6b.B39 20251 aBazerman, Max H.,eauthor.10aNegotiation :bthe game has changed /cMax H. Bazerman.  c2025 1aPrinceton ;aOxford :bPrinceton University Press,c2025  aix, 225 pages :billustrations ;c25 cm  atextbtxt2rdacontent  aunmediatedbn2rdamedia  avolumebnc2rdacarrier  aIncludes bibliographical references and index.0 aThe game has changed -- Extreme anchors -- 50-50 splits -- Value creation as a way of life -- Negotiating ethically -- Betting on the future: the role of contingent contracts -- The context of disputes -- Transacting online -- Beyond two negotiators -- Changing the game -- Your decisions in negotiation -- Them -- Preparation in context.  a"From the world's leading expert on negotiation, an essential guide to negotiating in any situation-whether over Zoom, across political and cultural divides, or during a supply chain crisis. The world has changed dramatically in just the past few years-and so has the game of negotiation. COVID-19, Zoom, political polarization, the online economy, increasing economic globalization, and greater workplace diversity-all have transformed the who, what, where, and how of negotiation. Today, traditional negotiating tactics, while still effective, need to be tailored to vastly different situations and circumstances. In Negotiation: The Game Has Changed, legendary Harvard Business School professor Max Bazerman, a pioneer in the field of negotiation, shows you how to negotiate successfully today by adapting proven negotiation principles and strategies to the challenging new contexts you face-from negotiating across cultural and political differences to trying to reach an agreement over Zoom or during a supply chain crisis.Negotiation offers a groundbreaking new way of thinking about the importance of the unique context of any negotiation-and when and how it should influence how you negotiate. At the same time, the book provides a concise and expert overview of essential negotiating techniques for anyone new to the subject or who wants a refresher. The result is a must-read-a powerful toolkit for successfully negotiating in a world where the game of negotiation has changed"-- 0aNegotiation in business. 0aNegotiation. 7aBUSINESS & ECONOMICS / Negotiating2bisacsh 7aBUSINESS & ECONOMICS / Decision-Making & Problem Solving2bisacsh 0aPrint books.2local