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.

Reviews

Alfred Rappaport
Chairman, the Alcar Group, and Adjunct Professor Kellogg Graduate School of Management

A significant contribution to more effective negotiating. Bazerman and Neale’s framework coupled with their very impressive range of practical case illustrations will help readers avoid costly negotiation mistakes. The chapter dealing with the “winner’s curse” should be required reading for all acquisition-minded CEOs.

Frederick J. Manning
President, Celtic Group, Inc.

Max Bazerman and Margaret Neale have analyzed and described negotiating behavior in a most clear and helpful manner.

Howard Raiffa
Frank P. Ramsey Professor of Managerial Economics, Harvard University

Based on gobs of evidence with real managers, the authors not only identify common errors that many negotiators make, but offer sage prescriptive advice on how you can avoid such errors yourself and perhaps exploit the errors of others.

Donald P. Jacobs
Dean, J. L. Kellogg Graduate School of Management

The information in Bazerman and Neale’s book has been central to developing the most popular course in the curriculum at the J. L. Kellogg Graduate School of Management at Northwestern. It has proved to be extraordinarily useful to managers and executives throughout our executive education programs. Their work brings together negotiation analysis and social and cognitive psychology to create unique insights for the practical manager. With the knowledge that I have acquired from the book, I am looking forward to negotiating with them on a more level playing field.

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The aim of this book is to quickly empower you to make better decisions by giving you step-by-step explanations of the best techniques.

We always make decisions under uncertainty and pressure, especially in business. We need faster and better decisions to cope, but we don’t have the time to learn how to make them well. That is where I come in. I wrote this book to allow you to make better decisions without spending weeks studying theory and practice.

THE INTRODUCTION gives you a snapshot of two decision-making biases, of the worst mistake you can do when making decision, and a lesson taken straight from philosophy.
– Decision Biases (why your brain isn’t always your friend in decisions)
– The Worst Mistake in Decision-Making
– A Lesson From Another Time

THE FIRST CHAPTER looks at frameworks of reference, meaning how you can apply decision-making to achieve your goals, for example how and why some decisions are able to automatically give you a competitive advantage.
– The OODA Loop
– The Recognition-Primed Decision Model
– GROW or the John Whitmore Model
– The PDSA Cycle

Review

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Blending common sense and modern psychiatry, The Art of Happiness in a Troubled World applies Buddhist tradition to twenty-first-century struggles in a relevant way. The result is a wise approach to dealing with human problems that is both optimistic and realistic, even in the most challenging times.

How can we expect to find happiness and meaning in our lives when the modern world seems such an unhappy place?

His Holiness the Dalai Lama has suffered enormously throughout his life, yet he always seems to be smiling and serene. How does he do it? In The Art of Happiness in a Troubled World, Dr. Cutler walks readers through the Dalai Lama’s philosophy on how to achieve peace of mind and come to terms with life’s inherent suffering. Together, the two examine the roots of many of the problems facing the world and show us how we can approach these calamities in a way that alleviates suffering, and helps us along in our personal quests to be happy. Through stories, meditations, and in-depth conversations, the Dalai Lama teaches readers to identify the cultural influences and ways of thinking that lead to personal unhappiness, making sense of the hardships we face personally, as well as the afflictions suffered by others.

Reviews

My favorite book of 2017
My favorite book of 2017! I know this was written a while ago, but I just got around to it and truly loved it. I am going to read it again!

His best
I have read three Dalai Lama books and this one is my favorite. This book is a sequel but I read it first – no problems there. I went and read the first “The art of happiness” and still found this book more enjoyable. The book tackles the question of how one can find happiness despite caring so much for others happiness when we see so much violence going on in the world. I was working in probation at the time so the book was a tremendous help! Highly recommend!

About the Author

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From the ten-time New York Times bestselling author of Ultrametabolism, The Blood Sugar Solution, and Eat Fat, Get Thin comes The UltraMind Solution.

—Do you find it next to impossible to focus or concentrate?
—Have you ever experienced instant clarity after exercise? Alertness after drinking coffee?
—Does your brain inexplicably slow down during stress, while multitasking, or when meeting a deadline?
—Do you get anxious, worried, or stressed-out frequently?

In The UltraMind Solution, Dr. Mark Hyman explains that to fix your broken brain, you must heal your body first. Through his simple six-week plan, Dr. Hyman shows us how to correct imbalances caused by nutritional deficiencies, allergens, infections, toxins, and stress, restoring our health and gaining an UltraMind—one that’s highly focused, able to pay attention at will, has a strong memory, and leaves us feeling calm, confident, in control, and in good spirits.

Review

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“Without The Artist’s Way, there would have been no Eat, Pray, Love.” —Elizabeth Gilbert

A stunning gift edition of the powerful bestselling book on creativity.

The Artist’s Way is one of the bestselling gift books of all time. Beautifully packaged with a slipcase and ribbon, this tenth anniversary gift edition is the ideal gift for loved ones engaged in creative lives

Review

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The human brain has some capabilities that the brains of other animals lack. It is to these distinctive capabilities that our species owes its dominant position. Other animals have stronger muscles or sharper claws, but we have cleverer brains.

If machine brains one day come to surpass human brains in general intelligence, then this new superintelligence could become very powerful. As the fate of the gorillas now depends more on us humans than on the gorillas themselves, so the fate of our species then would come to depend on the actions of the machine superintelligence.

But we have one advantage: we get to make the first move. Will it be possible to construct a seed AI or otherwise to engineer initial conditions so as to make an intelligence explosion survivable? How could one achieve a controlled detonation?

To get closer to an answer to this question, we must make our way through a fascinating landscape of topics and considerations. Read the book and learn about oracles, genies, singletons; about boxing methods, tripwires, and mind crime; about humanity’s cosmic endowment and differential technological development; indirect normativity, instrumental convergence, whole brain emulation and technology couplings; Malthusian economics and dystopian evolution; artificial intelligence, and biological
cognitive enhancement, and collective intelligence.

This profoundly ambitious and original book picks its way carefully through a vast tract of forbiddingly difficult intellectual terrain. Yet the writing is so lucid that it somehow makes it all seem easy. After an utterly engrossing journey that takes us to the frontiers of thinking about the human condition and the future of intelligent life, we find in Nick Bostrom’s work nothing less than a reconceptualization of the essential task of our time.

Review

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Do you want to truly be your own master, increase your emotional toughness, control your lizard brain, and get more done during your day? Do you want to turn your dreams into action – all the time?

95% of decisions are based on feelings. Not logic. Not rational thought. Feelings. Can you feel the pull of emotions, hunger, guilt, pain, jealously, depression, and everything else weighing on every decision that you make?

Business owners, entrepreneurs, regular people looking to get in shape, anyone with a goal that isn’t terrified of tough love – you need to read F*ck Your Feelings – as soon as possible! In this book you’ll learn how to use personal mind control techniques to control the way your brain is wired, constantly accomplish your goals, and feel MORE pleasure during the day.

You cannot control your instincts until you understand how they work – PERIOD.

Learn how to apply the fundamentals of emotional control so that you can uplift yourself ON COMMAND, fight through periods of stress and torment, and give yourself long-term satisfaction and peace.

Packed with advice you can put to use right away, you’ll learn how to SPOT and

What pragmatic and actionable tactics will you learn?

• The one four letter word that practically guarantees you’ll fail at whatever you do.
• The real nature of emotions, and the twenty minute exercise we can take to give ourselves lasting joy throughout the day.
• Why eating one marshmallow at the wrong time can ruin your relationships and cost you thousands of dollars.
• Why play, safety, and something called the VAGUS NERVE is critical for your performance in life.
• The “everything is everything” moment that will separate you from 92% of people – in the entire world.

Review

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According to the latest scientific research, anyone can be creative. You just have to know how to think creatively, which involves taking a more imaginative approach to the challenges we all face. Learn how to wield the same research-based tools that today’s creative people use and tap into your inner creative thinker with Professor Puccio’s engaging 24-lecture series that takes you step-by-step through the creative-thinking process.

You’ll get a solid introduction to the four major stages of creative problem solving, one of the most effective methods used in creativity training around the world. Just like today’s creative geniuses, you’ll learn how to approach professional and personal challenges by clarifying your obstacles, ideating potential solutions, developing the ones that are workable, and implementing them in the real world.

You’ll also learn how to wield the tools of the creative trade with the aid of simple exercises, in-studio demonstrations, hypothetical scenarios, and more. These powerful tools include everything from tapping into the power of brainwriting (an alternative take on brainstorming) to the effective use of How-How diagrams (which help you develop concrete action steps).

Whether you want to overcome writer’s block, solve a complex business problem, or figure out the best way to resolve a tense argument, this series will give you everything you need so that when other people are dodging challenges, you’re uncovering the hidden opportunities they’ll have missed.

By training yourself to become a more creative thinker, you can

• develop and bring to fruition new answers to problems that once seemed daunting or unsolvable;
• become more persuasive in how you present and sell your ideas;
• avoid tired solutions in favor of novel ones with the potential for even greater success;
• strengthen your ability to lead teams and organizations; and
• reach new levels of satisfaction and fulfillment in your daily life.

Because creativity is a set of skills that anyone can improve, you can learn how to wield the same research-based tools and techniques that today’s creative people use in their own work. All you need is an open mind, a determination to succeed, and The Creative Thinker’s Toolkit. Award-winning Professor Gerard Puccio of Buffalo State–The State University of New York—an expert in creative thinking and a consultant to individual clients and large companies—has crafted 24 lectures that take you step-by-step through the creative-thinking process and that use real-world scenarios to show you this vital skill in action.

Whether you want to overcome writer’s block, look at your career with a fresh perspective, solve a complex business problem, introduce a new idea to the marketplace, or figure out the best way to resolve a tense argument, Professor Puccio’s course will give you everything you need so that when other people are dodging life’s challenges, you’re uncovering the potentially successful opportunities they’ll have missed.

Explore the Creative Problem-Solving Process

It doesn’t matter if you’re a Nobel Prize-winning writer, a Fortune 500 CEO, or a high school student; the stages of thought you move through to close the gap between what you have and what you want are the same. And the most reliable way to do so is with creative problem solving, the model that Professor Puccio uses as the backbone of The Creative Thinker’s Toolkit.

Creative problem solving is delightfully intuitive, building on the natural creative process in all of us instead of replacing it. It’s also the most widely researched deliberate creative process model in existence—and one of the most effective methods used in creativity training in organizations and universities around the world.

With this series, you’ll get a solid introduction to the four major stages of this process. Each stage, as you’ll learn, involves a different way of thinking and a different set of tools to facilitate greater creativity. And all of them can be adapted to fit the demands of your own particular challenge.

• Clarify: Once you’ve determined your problem and your goal, you need to identify the challenges (both obvious and hidden) you’ll have to address and overcome to achieve the results you want.
• Ideate: This stage is about generating ideas: good ones, bad ones, ugly ones. It’s also where tools like brainstorming, brainwriting, forced connections, and even borrowing from others can lead you to out-of-the-box solutions.
• Develop: Now you need to focus on development, which involves taking your ideas, evaluating them, determining which ones are workable, and transforming them into solutions.
• Implement: Last comes the most tactical part of the process, in which you move the solutions from your own head into reality, using a plan that includes specific, measurable steps.

Learn the Tools of the Creative Trade

According to Professor Puccio, creative problem solving is a toolbox. As such, his fascinating lectures are packed with tools you can pick up and carry with you any time you find yourself in a situation that demands a more creative approach. You’ll learn how each stage of the creative-thinking process comes with its own set of equipment designed to maximize your creativity and increase your ability to solve problems and achieve your desired goals.

• Brainwriting: Traditional brainstorming sessions not fruitful enough? Try this silent method, in which participants write their ideas and swap papers with one another, using cross-fertilization to build on already written ideas or add entirely new ones.
• Solution enactment: A kind of dress rehearsal often used by tech developers, this tool involves acting out a proposed solution to see how it could be improved. It can also help you more effectively communicate abstract ideas and processes.
• Stakeholder analysis: To determine who can support (or hinder) the success of your plan of action, analyze the positions of those individuals who have a stake in your plan. Then, devise a set of specific actions aimed at gaining their support.
• How-How diagram: Designed to help move your solution forward, this webbing tool forces you to be more concrete by repeatedly asking yourself, “How do I achieve this solution?” in order to shift your perspective into concrete action steps.

Using simple exercises, in-studio demonstrations, hypothetical scenarios, and the real-world experiences and successes of creative giants in business, science, and the arts, Professor Puccio teaches you how to wield these and other fascinating tools. He also shows you how to select the tools that work best for your unique situation, and invites you to take a step back and see how the lessons of creative thinking can help you become a better leader and live a more creative life.

About the Author

Dr. Gerard Puccio is a professor at The State University of New York at Buffalo for Studies in Creativity, a unique academic department that offers the world’s first and leading Master of Science in Creativity. Professor Puccio holds a Ph.D. in Organizational Psychology from The University of Manchester in England. Professor Puccio’s research interests include the identification of creative thinking preferences and the efficacy of creativity training. In recognition of his outstanding work as a scholar, Professor Puccio received The State University of New York’s Research and Scholarship Award in 2004 and the Buffalo State President’s Award for Excellence in Research, Scholarship, and Creativity in 2007. An accomplished speaker and consultant, Professor Puccio has worked with major corporations, universities, and school districts to deliver training programs and keynote speeches.

Product details

• Full Audiobook MP3 Program
• Full PDF Guidebook Included
• Listening Length : 12 hours and 20 minutes
• Author : Gerard Puccio, The Great Courses
• Narrator : Gerard Puccio
• Release Date : December 13, 2013
• Publisher : The Great Courses
• Program Type : Audiobook
• Version : Original recording
• Language : English
• ASIN B00GT1MXHM

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Radical in its implications, this original and important work may change forever the views we hold about the nature of learning. In The Power of Mindful Learning, Ellen Langer uses her innovative theory of mindulness, introduced in her influential earlier book, to dramatically enhance the way we learn. In business, sports, laboratories, or at home, our learning is hobbled by certain antiquated and pervasive misconceptions. In this pithy, liberating, and delightful book she gives us a fresh, new view of learning in the broadest sense. Such familiar notions as delayed gratification, ”the basics”, or even ”right answers”, are all incapacitating myths which Langer explodes one by one. She replaces them with her concept of mindful or conditional learning which she demonstrates, with fascinating examples from her research, to be extraordinarily effective.

Mindful learning takes place with an awareness of context and of the ever-changing nature of information. Learning without this awareness, as Langer shows convincingly, has severely limited uses and often sets on up for failure.With stunning applications to skills as diverse as paying attention, CPR, investment analysis, psychotherapy, or playing a musical instrument, The Power of Mindful Learning is for all who are curious and intellectually adventurous.

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Throughout history, humans have attempted to influence and control the thoughts of others. Since the word ‘brainwashing’ was coined in the aftermath of the Korean War, it has become part of the popular culture and been exploited to create sensational headlines. It has also been the subject of learned discussion from many disciplines: including history, sociology, psychology, and psychotherapy. But until now, a crucial part of the debate has been missing: that of any serious reference to the science of the human brain. Descriptions of how opinions can be changed, whether by persuasion, deceit, or force, have been almost entirely psychological.

In Brainwashing, Kathleen Taylor brought the worlds of neuroscience and social psychology together for the first time. In elegant and accessible prose, and with abundant use of anecdotes and case-studies, she examines the ethical problems involved in carrying out the required experiments on humans, the limitations of animal models, and the frightening implications of such research. She also explores the history of thought-control and shows how it persists all around us, from marketing and television, to politics and education.

This edition includes a new preface from the author reflecting on the uses of brainwashing today, including by the Islamic State.

Oxford Landmark Science books are ‘must-read’ classics of modern science writing which have crystallized big ideas, and shaped the way we think.

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