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American Behavioral Scientist, Vol. 27, No. 2, 211-228 (1983)
DOI: 10.1177/000276483027002007

Negotiator Judgment

A Critical Look at the Rationality Assumption

MAX H. BAZERMAN

Massachusetts Institute of Technology

This article overviews prescriptive research, specifies limitations of that research direction, and introduces a complementary research approach that focuses on the judgmental limitations of negotiators. Specifically, this complementary approach examines how systematic deviations from rationality in negotiator judgment reduce the effectiveness of negotiators.


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