Rational Games: A Philosophy of Business Negotiation from Practical Reason Young, Mark A.

Why do people in a business negotiation settle for less than each of them could and should receive? Two rational players face off in an economic game. Each pursues interests as conventional theory dictates, but all too often, the result is suboptimal. Why do they fail to capture what Dr. Young calls the "cooperative surplus"? Supported by impressive real-life experience and knowing that "strategic games" can be transformed into more productive, "communicative" ones, he shows how, by doing so, one can achieve mutually satisfying negotiation outcomes. His book offers not only a bold and challenging new theory, but also practical advice on how to use it.

DOI: 10.1336/1567204139 Mouse over the Digital Object Identifier (DOI) to learn more about this book or related books published by Greenwood Publishing Group. Visit the Greenwood Publishing Group page for this title: http://www.greenwood.com/catalog/Q413.aspx

Rational Games: A Philosophy of Business Negotiation from Practical Reason Hardback, 304 pages, $119.95 Copyright ©2001, Quorum Books ISBN: 1-567-20413-9 DOI: 10.1336/1567204139

Powered by Content Directions, Inc. (CDI) and the Digital Object Identifier (DOI) View additional CDI examples     Want to Add This Link to Your Site?