Negotiation Games
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Reviews ‘Negotiation: The game has changed’ by Max Bazerman (2025), Princeton University Press. Notes the two central ideas of [1] negotiators missing many opportunities to "enlarge the pie;" thus misconstruing negotiation as a winner-loser game, and [2] a key psychological limitation, namely faulty or atrophied perspective-taking. The review highlights the tension - partially recognized by Bazerman - between main-effect seeking science, and the complex art of the seasoned practitioner.
