Max H. Bazerman

Una guía esencial para negociar en el mundo globalizado y online, de la mano del mayor experto mundial en negociaciónEn Negociación, Max Bazerman, pionero en el campo, muestra cómo negociar con éxito hoy en dia adaptando principios y estrategias para los nuevos y desafiantes contextos a los que se enfrenta este sector. Brindando herramientas para negociar a traves de diferencias culturales y politicas o durante periodos de crisis. Una vision concisa y experta de las tecnicas esenciales de negociacion para cualquier persona que se inicie en el tema o desee actualizarse a las nuevas tendencias.

Todos los días se leen en los diarios, noticias sobre conductas pocoéticas por parte de políticos, ejecutivos, nobles, deportistas, profesores y tantos otros que en determinadas circunstancias son incapaces de hacer lo que ellos mismos, segun sus propios valores, consideran correcto, y luego no saben como explicarlo ni justificarse, y se declaran inocentes.En este libro se muestran losultimos avances en el estudio del comportamientoetico principalmente en empresas e instituciones, y se explica por que no siempre somos conscientes de los puntos ciegos de nuestra mente para juzgar su propia conductaetica. Ademas nos brinda herramientas para minimizar la posibilidad de que se produzcan este tipo de actitudes en las organizaciones.

Tenemos más capacidad de la que creemos para ser mejores. Y generar beneficios es una de las fuentes principales. La meta no es alentarte a que alcances la perfección, sino a que logres un equilibrio que puedas mantener y disfrutar el resto de tu vida.Aqui encontraras un nuevo paradigma para convertirte en el mejor tomador de decisiones. Uno que pueda obtener los resultados esperados durante una negociacion, sin restar bienestar a nadie. Es decir, ser mejor en un sentido mas amplio: ganar-ganar en todos los aspectos.Basado en disciplinas como la psicologia y la filosofia, aqui encontraras como trabajar en cuatro areas esenciales para ser mas listo, efi ciente, honesto y consciente al momento de conseguir los mejores acuerdos.

A must-read (Booklist) from Harvard Business School Professor and Codirector of the Harvard Kennedy Schools Center for Public Leadership: A guide to making better decisions, noticing important information in the world around you, and improving leadership skills.Imagine your advantage in negotiations, decision-making, and leadership if you could teach yourself to see and evaluate information that others overlook. The Power of Noticing provides the blueprint for accomplishing precisely that. Max Bazerman, an expert in the field of applied behavioral psychology, draws on three decades of research and his experience instructing Harvard Business School MBAs and corporate executives to teach you how to notice and act on information that may not be immediately obvious.Drawing on a wealth of real-world examples and using many of the same case studies and thought experiments designed in his executive MBA classes, Bazerman challenges you to explore your cognitive blind spots, identify any salient details you are programmed to miss, and then take steps to ensure it wont happen again. His book provides a step-by-step guide to breaking bad habits and spotting the hidden details that will change your decision-making and leadership skills for the better, teaching you to pay attention to what didnt happen, acknowledge self-interest, invent the third choice, and realize that what you see is not all there is.While many bestselling business books have explained how susceptible to manipulation our irrational cognitive blind spots make us, Bazerman helps you avoid the habits that lead to poor decisions and ineffective leadership in the first place. With The Power of Noticing at your side, you can learn how to notice what others miss, make wiser decisions, and lead more successfully.

How fraud in a published paper about honesty roiled the world of social science.In 2012 Max Bazerman, along with four coauthors, published an influential paper showing that signing firstthat is, promising to tell the truth before filling out a formproduced greater honesty than signing afterward. In 2021, academic sleuths revealed that two of the experiments in the paper were fraudulent, triggering what would become one of the most significant academic frauds of the twenty-first century.In Inside an Academic Scandal, Bazerman tells the sobering story of how fraud in a published paper about inducing honesty upended countless academic careers, wreaked havoc in organizations that had implemented the idea of signing first, and undermined faith in academic research and publication.This vivid account offers an inside look at the replicability crisis in social science today. In intriguing detail, the book explores recent conflicts and transformations underway in the field, considers the role of relationships and trust in enabling fraud in academic research, and describes Bazermans own part in the scandalwhat he did and didnt do to stop the fraud in the signing-first paper, what consequences he faced, and what hard lessons he learned in the process.A compelling story of fraud and betrayal, the book provides a deep and ultimately instructive look at how academic research worksand doesntin social science.

O mundo mudou drasticamente – e o jogo da negociação também. Covid-19, reuniões on-line, polarização política, economia digital, aumento da globalização econômica, ambientes de trabalho mais diversos

O QUE É UM GÊNIO DA NEGOCIAÇÃO?Vamos começar com a simples observação de que você geralmente reconhece um gênio da negociação quando vê um. É possível ver a genialidade no modo como a pessoa pensa, p

*** 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. Theyre 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 dimensionsand we neednt 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 awareto 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); wastefrom garbage to corporate excess; the way you spend time; and your approach to givingwhether your attention or your money. Ready to nudge yourself toward better, Part Three trains your eye on how to extend what youve 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.How can you overcome hidden biases to make more ethical choices without demanding perfection?A New Decision-Making Framework: Move beyond gut-level intuition with a System 2 approach that helps you clarify goals, weigh criteria, and make wiser trade-offs in your personal and professional life. The "Better, Not Perfect" Mindset: Learn why striving for your "maximum sustainable goodness"not sainthoodis the key to making a real, lasting difference without burnout. Actionable Ethical Strategies: Discover four key training groundsfrom reducing tribalism and waste to optimizing your time and charitable givingwhere small changes can create outsized impact. Evidence-Based Insights: Go beyond platitudes with a guide that merges the deep questions of philosophy with the practical, data-driven findings of modern psychology and behavioral science.

From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation.Whether youve seen it all or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiationswhether they involve multimillion-dollar deals or improving your next salary offer.What sets negotiation geniuses apart? They are the men and women who know how to:Identify negotiation opportunities where others see no room for discussionDiscover the truth even when the other side wants to conceal itNegotiate successfully from a position of weaknessDefuse threats, ultimatums, lies, and other hardball tacticsOvercome resistance and sell proposals using proven influence tacticsNegotiate ethically and create trusting relationshipsalong with great dealsRecognize when the best move is to walk awayAnd much, much moreThis book gets down and dirty. It gives you detailed strategiesincluding talking pointsthat work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.

Una guía esencial para negociar en el mundo globalizado y online, de la mano del mayor experto mundial en negociaciónEn Negociación, Max Bazerman, pionero en el campo, muestra cómo negociar con éxito hoy en dia adaptando principios y estrategias para los nuevos y desafiantes contextos a los que se enfrenta este sector. Brindando herramientas para negociar a traves de diferencias culturales y politicas o durante periodos de crisis. Una vision concisa y experta de las tecnicas esenciales de negociacion para cualquier persona que se inicie en el tema o desee actualizarse a las nuevas tendencias.

How tech companies like Google, Airbnb, StubHub, and Facebook learn from experiments in our data-driven worldan excellent primer on experimental and behavioral economics Have you logged into Facebook recently? Searched for something on Google? Chosen a movie on Netflix? If so, youve probably been an unwitting participant in a variety of experimentsalso known as randomized controlled trialsdesigned 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 moneyeBay, for example, discovered how to cut $50 million from its yearly advertising budgetor 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 gooddifferent 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 leaders toolkit. With this book, readers can become part of the experimental revolution.

In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations.For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals.

A partir de diez mil estudios sobre conducta en la negociación realizados con otros tantos ejecutivos y estudiantes en los últimos cinco años, Max H. Bazerman y Margaret A. Neale llegan a la inquietante conclusion de que la mayoria de los gerentes tienden a comportarse de modo irracional en las negociaciones. Por ejemplo, descubrieron que son proclives a experimentar una excesiva confianza en si mismos, a intensificar precipitadamente sus compromisos iniciales y desatender las tecnicas que emplea la otra parte. Esta conducta -segun demuestran los autores- es el resultado directo del hecho de que somos victimas de nuestras propias falsas y engañosas suposiciones. Por medio de simulaciones y ejercicios, Bazerman y Neale enseñan a evitar las trampas centrando la atencion en la conducta del oponente y desarrollando la aptitud de reconocer las propias limitaciones y tendencias distorsionadoras. Por medio de consejos expuestos paso a paso y casos tomados de la vida real -como por ejemplo el desastroso programa para viajeros ocasionales que ha costado mas de doce millones de dolares a la industria norteamericana del aerotransporte en concepto de viajes gratuitos, o las igualmente catastroficas rebajas de promocion que casi destruyen a Chrysler, Ford y General Motors-, los autores enseñan asi a los gerentes a evaluar y negociar incluso en las situaciones mas dificiles. El objetivo del libro de esta manera, es guiar al lector desde las mas simples negociaciones bilaterales hasta las mas complejas celebradas entre varias partes, y sobre todo ayudar a los gerentes mas reflexivos a desarrollar las mejores habilidades para la negociacion.