TY  - BOOK
AU  - Bazerman,Max H.
TI  - Negotiation: the game has changed 
SN  - 9780691249445
AV  - HD58.6 .B39 2025
PY  - 2025///
CY  - Princeton, Oxford
PB  - Princeton University Press
KW  - Negotiation in business
KW  - Negotiation
KW  - BUSINESS & ECONOMICS / Negotiating
KW  - bisacsh
KW  - BUSINESS & ECONOMICS / Decision-Making & Problem Solving
KW  - Print books
KW  - local
N1  - Includes bibliographical references and index; The 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
N2  - "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"--
ER  -