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. 12,000 first printing.

Negotiating Rationally

Business & Money

Bazerman, Max H.

Management & Leadership

Free Press

The authors claim that the greatest opportunity to improve negotiation performance lies in focusing on decision-making activities. Deviation from rationality, cognitive errors, assumptions of accuracy, and general "noise" are all factors that may affect the decision-making process. Identifying the specific changes, stemming from individual behaviour, that are required to improve decision making, results in a more useful description of effective human decision behaviour.

Cognition and Rationality in Negotiation

Self-Help

Neale, Margaret A.

Personal Transformation

Free Pr

*** Distinguished Winner for the Responsible Research in Management Award *** 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 others. Bazerman argues that we can better balance both dimensions--and we needn't seek perfection to make a real difference for ourselves and the world. Better, Not Perfect provides a deeply researched, prescriptive roadmap for how to maximize our pleasure and minimize pain. Bazerman shares a framework to be smarter and more efficient, honest and aware--to attain your "maximum sustainable goodness." In Part Two, he identifies four training grounds to practice these newfound skills for outsized impact: how you think about equality and your tribe(s); waste--from garbage to corporate excess; the way you spend time; and your approach to giving--whether your attention or your money. Ready to nudge yourself toward better, Part Three trains your eye on how to extend what you've learned and positively influence others. Melding philosophy and psychology as never before, this down-to-earth guide will help clarify your goals, assist you in doing more good with your limited time on the planet, and see greater satisfaction in the process.

Better, Not Perfect: A Realist's Guide to Maximum Sustainable Goodness

Business Culture

Harper Business

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 known as randomized controlled trials―designed to test the impact of different online experiences. Once an esoteric tool for academic research, the randomized controlled trial has gone mainstream. No tech company worth its salt (or its share price) would dare make major changes to its platform without first running experiments to understand how they would influence user behavior. In this book, Michael Luca and Max Bazerman explain the importance of experiments for decision making in a data-driven world. 
Luca and Bazerman describe the central role experiments play in the tech sector, drawing lessons and best practices from the experiences of such companies as StubHub, Alibaba, and Uber. Successful experiments can save companies money―eBay, for example, discovered how to cut $50 million from its yearly advertising budget―or bring to light something previously ignored, as when Airbnb was forced to confront rampant discrimination by its hosts. Moving beyond tech, Luca and Bazerman consider experimenting for the social good―different ways that govenments are using experiments to influence or “nudge” behavior ranging from voter apathy to school absenteeism. Experiments, they argue, are part of any leader's toolkit. With this book, readers can become part of “the experimental revolution.”

The Power of Experiments: Decision Making in a Data-Driven World

Luca, Michael

The MIT Press

How tech companies like Google, Airbnb, StubHub, and Facebook learn from experiments in our data-driven world—an excellent primer on experimental and behavioral economics\nHave 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 known as randomized controlled trials—designed to test the impact of different online experiences. Once an esoteric tool for academic research, the randomized controlled trial has gone mainstream. No tech company worth its salt (or its share price) would dare make major changes to its platform without first running experiments to understand how they would influence user behavior. In this book, Michael Luca and Max Bazerman explain the importance of experiments for decision making in a data-driven world.\nLuca and Bazerman describe the central role experiments play in the tech sector, drawing lessons and best practices from the experiences of such companies as StubHub, Alibaba, and Uber. Successful experiments can save companies money—eBay, for example, discovered how to cut $50 million from its yearly advertising budget—or bring to light something previously ignored, as when Airbnb was forced to confront rampant discrimination by its hosts. Moving beyond tech, Luca and Bazerman consider experimenting for the social good—different ways that governments are using experiments to influence or “nudge” behavior ranging from voter apathy to school absenteeism. Experiments, they argue, are part of any leader's toolkit. With this book, readers can become part of “the experimental revolution.”

The Power of Experiments: Decision Making in a Data-Driven World (Mit Press)

Decision Leadership: Empowering Others to Make Better Choices

Moore, Don A.

Yale University Press

A fresh, research-driven playbook for how successful leaders can maximize the potential of others\nWhen we think of leaders, we often imagine lone, inspirational figures lauded for their behaviors, attributes, and personal decisions—a perception that is reinforced by many leadership books. However, this approach ignores the expectations of modern work cultures centered on equity and inclusion, where a leader’s true mission is to empower others. Applying decades of behavioral science research, Don A. Moore and Max H. Bazerman offer a passionate corrective to this view, casting today’s organizations as decision factories in which effective leaders are decision architects, enabling those around them to make wise, ethical choices consistent with their own interests and the organization’s highest values. As a result, a leader’s impact grows because it ripples out instead of relying on one individual to play the part of heroic figure.\nFilled with real-life stories and examples of the structures, incentives, and systems that successful leaders have used, this playbook equips each of us to facilitate wise decisions.

everybody knows are foolish? It's not because they're stupid or corrupt, say the authors, but because our leaders, like the rest of us, are trapped in foolish and unproductive habits of thinking. "You Can't Enlarge the Pie" analyzes the unspoken assumptions that lead to bad policy, wasted resources, and lost lives, and shows exactly why they're wrong. With fascinating case studies and clear, compelling analysis, they dissect six beliefs that serve as psychological barriers to effective government:1. Do no harm2. Their gain is our loss3. Competition is always good4. Support our group5. Live for the moment6. No pain for us, no gain for themBy freeing ourselves from the narrow way we evaluate our government leaders, say the authors, we can learn to judge their performance just as we judge that of business leaders: by the overall health of their organizations.

You Can't Enlarge The Pie The Psychology Of Ineffective Government

Baron, Jonathan

Shonk, Katherine

Basic Books

Why do our government leaders continually make decisions and craft policies that everybody knows are foolish? Because they, like the rest of us, remain trapped in foolish and unproductive habits of thinking. "You Can't Enlarge the Pie" analyzes the unspoken assumptions that lead to bad policy, wasted resources, and lost lives, and shows exactly why they're wrong. With fascinating case studies and clear, compelling analysis, it dissects six psychological barriers to ineffective government:1. Do no harm. 2. Their gain is our loss.3. Competition is always good. 4. Support our group. 5. Live for the moment.6. No pain for us, no gain for them. By freeing ourselves from the narrow way we evaluate our government leaders, we can learn to judge their performance more as that of business leaders is judged: by the overall health of their organizations.

You Can't Enlarge The Pie: Six Barriers To Effective Government

Politics & Social Sciences

Politics & Government

Behavioral decision research has developed considerably over the past 25 years, and now provides important insights into managerial behavior. Bazerman &amp; Moore’s Judgment in Managerial Decision Making, 7th edition embeds behavioral decision research into the organizational realm by examining judgment in a variety of managerial contexts. 
This book includes information that is useful for anyone seeking further information on improving his or her judgment and decision making. Throughout, you’ll find numerous hands-on decision exercises and examples from the author's extensive executive training experience that will help you improve the quality of your managerial judgment.

Judgment in Managerial Decision Making

John Wiley&Sons, Inc.

See the best price to sell, buy, or rent books by Bazerman, Max H.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Bazerman, Max H.

See the best price to sell, buy, or rent books by Bazerman, Max H.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Negotiating Rationally

Cognition and Rationality in Negotiation

Better, Not Perfect: A Realist's Guide to Maximum Sustainable Goodness

The Power of Experiments: Decision Making in a Data-Driven World

The Power of Experiments: Decision Making in a Data-Driven World (Mit Press)

Decision Leadership: Empowering Others to Make Better Choices

Decision Leadership: Empowering Others to Make Better Choices

You Can't Enlarge The Pie The Psychology Of Ineffective Government

You Can't Enlarge The Pie: Six Barriers To Effective Government

Judgment in Managerial Decision Making