October 2000
Intermediate to advanced
378 pages
14h 47m
English
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Appendix 1. Are You a Rational Person?: Check Yourself
Many negotiators consistently violate key principles of rationality. That leaves them open to being exploited or making poor decisions about negotiation. The purpose of this appendix is to introduce the key principles of rational behavior and to check your own rationality. First, we present the key principles of individual rationality, which focuses on how people make independent decisions. Then we present and discuss game theoretic rationality, which focuses on how people make interdependent decisions.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.