Author: Max H. Bazerman
Publisher: Free Press
Keywords: rationally, negotiating
Number of Pages: 196
Published: 1994-01-01
List price: $17.95
ISBN-10: 0029019869
ISBN-13: 9780029019863

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.

Author: Robyn Dawes
Publisher: Westview Press
Keywords: systematically, think, rationally, lunatics, scientists, irrationality, pseudo, everyday
Number of Pages: 240
Published: 2003-02-04
List price: $35.00
ISBN-10: 0813340268
ISBN-13: 9780813340265

Robyn Dawes defines irrationality as adhering to beliefs that are inherently self-contradictory, not just incorrect, self-defeating, or the basis of poor decisions. Such beliefs are unfortunately common. This book demonstrates how such irrationality results from ignoring obvious comparisons, while instead falling into associational and story-based thinking. Strong emotion--or even insanity--is one reason for making automatic associations without comparison, but as the author demonstrates, a lot of everyday judgment, unsupported professional claims, and even social policy is based on the same k