Max H. Bazerman Books
Bazerman is the Jesse Isidor Straus Professor of Business Administration at Harvard Business School and a leading scholar in decision-making and behavioral economics.
Known for: Blind Spots: Why We Fail to Do What's Right and What to Do About It, Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
Books by Max H. Bazerman
Blind Spots: Why We Fail to Do What's Right and What to Do About It
This book explores the psychological and organizational factors that cause people and institutions to act unethically without realizing it. Drawing on behavioral research, the authors explain how cogn...
Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
Negotiation Genius offers a comprehensive guide to mastering negotiation through psychological insight and strategic thinking. Drawing on research and real-world examples, the authors explain how to i...
Key Insights from Max H. Bazerman
Bounded Ethicality: The Limits of Moral Awareness
One of the most striking insights from our research is that our ethics—like our rationality—are bounded. Just as cognitive limitations prevent perfect reasoning, psychological boundaries restrict moral recognition. People fail to notice ethical dimensions of a decision because they frame it narrowly...
From Blind Spots: Why We Fail to Do What's Right and What to Do About It
The Battle Between the 'Should' Self and the 'Want' Self
Each of us contains two selves that shape ethical behavior: the *should self*, which plans and aspires to ethical conduct, and the *want self*, which acts in the moment, pursuing immediate desires. We often overestimate the strength of our *should self*. Before facing temptation, people predict they...
From Blind Spots: Why We Fail to Do What's Right and What to Do About It
Understanding Negotiation Myths and Misconceptions
Through years of teaching and observation, we’ve seen negotiators fall victim to persistent myths. One of the most common is the belief that negotiation is always a zero-sum game—a contest where one side’s victory is another’s defeat. This mindset blinds people to opportunities for mutual gain and c...
From Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
Frameworks for Systematic Preparation
Preparation is the most undervalued yet decisive part of negotiation. Before you enter any bargaining environment, you should know your interests, priorities, and alternatives—your BATNA, or Best Alternative to a Negotiated Agreement. The BATNA defines your strength; knowing it prevents you from agr...
From Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
About Max H. Bazerman
Bazerman is the Jesse Isidor Straus Professor of Business Administration at Harvard Business School and a leading scholar in decision-making and behavioral economics.
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Bazerman is the Jesse Isidor Straus Professor of Business Administration at Harvard Business School and a leading scholar in decision-making and behavioral economics.
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