Max Bazerman's Books

The Power of Noticing

What the Best Leaders See

By: Max Bazerman

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The Power of Noticing

What the Best Leaders See

By: Max Bazerman

A “must-read” (Booklist) from Harvard Business School Professor and Codirector of the Harvard Kennedy School’s Center for Public Leadership: A guide to making better decisions, noticing important information in the world around you, and improving leadership skills. Imagine your advantage in negotiations, decision-making, and leadership if you could teach yourself to see and evaluate information that others overlook. The Power of Noticing provides the blueprint for accomplishing precisely that. Max Bazerman, an expert in the field of applied behavioral psychology, draws on three decades of research and his experience instructing Harvard Business School MBAs and corporate executives to teach you how to notice and act on information that may not be immediately obvious. Drawing on a wealth of real-world examples and using many of the same case studies and thought experiments designed in his executive MBA classes, Bazerman challenges you to explore your cognitive blind spots, identify any salient details you are programmed to miss, and then take steps to ensure it won’t happen again. His book provides a step-by-step guide to breaking bad habits and spotting the hidden details that will change your decision-making and leadership skills for the better, teaching you to pay attention to what didn’t happen, acknowledge self-interest, invent the third choice, and realize that what you see is not all there is. While many bestselling business books have explained how susceptible to manipulation our irrational cognitive blind spots make us, Bazerman helps you avoid the habits that lead to poor decisions and ineffective leadership in the first place. With The Power of Noticing at your side, you can learn how to notice what others miss, make wiser decisions, and lead more successfully.

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Page Count

240

Publisher

Simon and Schuster

Published Date

ISBN 10

1476700311

ISBN 13

9781476700311

Negotiation Genius

How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

By: Deepak Malhotra,Max Bazerman

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Negotiation Genius

How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

By: Deepak Malhotra,Max Bazerman

From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.

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Page Count

354

Publisher

Bantam

Published Date

ISBN 10

0553384112

ISBN 13

9780553384116

Environment, Ethics, and Behavior

The Psychology of Environmental Valuation and Degradation

By: Max H. Bazerman

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Environment, Ethics, and Behavior

The Psychology of Environmental Valuation and Degradation

By: Max H. Bazerman

In this collection of essays, leading social, cognitive and decision psychologists offer psychological theory and contemporary environmental and ethical issues.

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Page Count

420

Publisher

Lexington Books

Published Date

ISBN 10

0787908185

ISBN 13

9780787908188

The Power of Experiments

Decision Making in a Data-Driven World

By: Michael Luca,Max H. Bazerman

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The Power of Experiments

Decision Making in a Data-Driven World

By: Michael Luca,Max H. Bazerman

How tech companies like Google, Airbnb, StubHub, and Facebook learn from experiments in our data-driven world—an excellent primer on experimental and behavioral economics Have you logged into Facebook recently? Searched for something on Google? Chosen a movie on Netflix? If so, you've probably been an unwitting participant in a variety of experiments—also known as randomized controlled trials—designed to test the impact of different online experiences. Once an esoteric tool for academic research, the randomized controlled trial has gone mainstream. No tech company worth its salt (or its share price) would dare make major changes to its platform without first running experiments to understand how they would influence user behavior. In this book, Michael Luca and Max Bazerman explain the importance of experiments for decision making in a data-driven world. Luca and Bazerman describe the central role experiments play in the tech sector, drawing lessons and best practices from the experiences of such companies as StubHub, Alibaba, and Uber. Successful experiments can save companies money—eBay, for example, discovered how to cut $50 million from its yearly advertising budget—or bring to light something previously ignored, as when Airbnb was forced to confront rampant discrimination by its hosts. Moving beyond tech, Luca and Bazerman consider experimenting for the social good—different ways that governments are using experiments to influence or “nudge” behavior ranging from voter apathy to school absenteeism. Experiments, they argue, are part of any leader's toolkit. With this book, readers can become part of “the experimental revolution.”

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Page Count

229

Publisher

MIT Press

Published Date

ISBN 10

0262542277

ISBN 13

9780262542272

Complicit

How We Enable the Unethical and How to Stop

By: Max H. Bazerman

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Complicit

How We Enable the Unethical and How to Stop

By: Max H. Bazerman

What all of us can do to fight the pervasive human tendency to enable wrongdoing in the workplace, politics, and beyond It is easy to condemn obvious wrongdoers such as Elizabeth Holmes, Harvey Weinstein, and the Sackler family. But we rarely think about the many people who supported their unethical or criminal behavior. In each case there was a supporting cast of complicitors: business partners, employees, investors, news organizations, and others. And, whether we’re aware of it or not, almost all of us have been complicit in the unethical behavior of others. In Complicit, Harvard Business School professor Max Bazerman confronts our complicity head-on and offers strategies for recognizing and avoiding the psychological and other traps that lead us to ignore, condone, or actively support wrongdoing in our businesses, organizations, communities, politics, and more. Complicit tells compelling stories of those who enabled the Theranos and WeWork scandals, the opioid crisis, the sexual abuse that led to the #MeToo movement, and the January 6th U.S. Capitol attack. The book describes seven different behavioral profiles that can lead to complicity in wrongdoing, ranging from true partners to those who unknowingly benefit from systemic privilege, including white privilege, and it tells the story of Bazerman’s own brushes with complicity. Complicit also offers concrete and detailed solutions, describing how individuals, leaders, and organizations can more effectively prevent complicity. By challenging the notion that a few bad apples are responsible for society’s ills, Complicit implicates us all—and offers a path to creating a more ethical world.

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Page Count

264

Publisher

Princeton University Press

Published Date

ISBN 10

0691236550

ISBN 13

9780691236551

Decision Leadership

Empowering Others to Make Better Choices

By: Don A. Moore,Max H. Bazerman

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Decision Leadership

Empowering Others to Make Better Choices

By: Don A. Moore,Max H. Bazerman

A fresh, research-driven playbook for how successful leaders can maximize the potential of others When we think of leaders, we often imagine lone, inspirational figures lauded for their behaviors, attributes, and personal decisions--a perception that is reinforced by many leadership books. However, this approach ignores the expectations of modern work cultures centered on equity and inclusion, where a leader's true mission is to empower others. Applying decades of behavioral science research, Don A. Moore and Max H. Bazerman offer a passionate corrective to this view, casting today's organizations as decision factories in which effective leaders are decision architects, enabling those around them to make wise, ethical choices consistent with their own interests and the organization's highest values. As a result, a leader's impact grows because it ripples out instead of relying on one individual to play the part of heroic figure. Filled with real-life stories and examples of the structures, incentives, and systems that successful leaders have used, this playbook equips each of us to facilitate wise decisions.

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Page Count

263

Publisher

Yale University Press

Published Date

ISBN 10

0300259697

ISBN 13

9780300259698

Negotiation

The Game Has Changed

By: Max H. Bazerman

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Negotiation

The Game Has Changed

By: Max H. Bazerman

From the world’s leading expert on negotiation, an essential guide to negotiating in any situation—whether over Zoom, across political and cultural divides, or during a supply chain crisis The world has changed dramatically in just the past few years—and so has the game of negotiation. COVID-19, Zoom, political polarization, the online economy, increasing economic globalization, and greater workplace diversity—all have transformed the who, what, where, and how of negotiation. Today, traditional negotiating tactics, while still effective, need to be tailored to vastly different situations and circumstances. In Negotiation: The Game Has Changed, legendary Harvard Business School professor Max Bazerman, a pioneer in the field of negotiation, shows you how to negotiate successfully today by adapting proven negotiation principles and strategies to the challenging new contexts you face—from negotiating across cultural and political differences to trying to reach an agreement over Zoom or during a supply chain crisis. Negotiation offers a groundbreaking new way of thinking about the importance of the unique context of any negotiation—and when and how it should influence how you negotiate. At the same time, the book provides a concise and expert overview of essential negotiating techniques for anyone new to the subject or who wants a refresher. The result is a must-read—a powerful toolkit for successfully negotiating in a world where the game of negotiation has changed.

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240

Publisher

Princeton University Press

Published Date

ISBN 10

069124944X

ISBN 13

9780691249445

Deception in the Digital Age

Exploiting and Defending Human Targets through Computer-Mediated Communications

By: Cameron H. Malin,Terry Gudaitis,Thomas Holt,Max Kilger

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Deception in the Digital Age

Exploiting and Defending Human Targets through Computer-Mediated Communications

By: Cameron H. Malin,Terry Gudaitis,Thomas Holt,Max Kilger

Deception in the Digital Age: Exploiting and Defending Human Targets Through Computer-Mediated Communication guides readers through the fascinating history and principles of deception—and how these techniques and stratagems are now being effectively used by cyber attackers. Users will find an in-depth guide that provides valuable insights into the cognitive, sensory and narrative bases of misdirection, used to shape the targeted audience's perceptions and beliefs. The text provides a detailed analysis of the psychological, sensory, sociological, and technical precepts that reveal predictors of attacks—and conversely postmortem insight about attackers—presenting a unique resource that empowers readers to observe, understand and protect against cyber deception tactics. Written by information security experts with real-world investigative experience, the text is the most instructional book available on the subject, providing practical guidance to readers with rich literature references, diagrams and examples that enhance the learning process. - Deeply examines the psychology of deception through the lens of misdirection and other techniques used by master magicians - Explores cognitive vulnerabilities that cyber attackers use to exploit human targets - Dissects the underpinnings and elements of deception narratives - Examines group dynamics and deception factors in cyber attacker underground markets - Provides deep coverage on how cyber attackers leverage psychological influence techniques in the trajectory of deception strategies - Explores the deception strategies used in today's threat landscape—phishing, watering hole, scareware and ransomware attacks - Gives unprecedented insight into deceptive Internet video communications - Delves into the history and deception pathways of nation-state and cyber terrorism attackers - Provides unique insight into honeypot technologies and strategies - Explores the future of cyber deception

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Page Count

286

Publisher

Elsevier

Published Date

ISBN 10

0124116396

ISBN 13

9780124116399

Book's by Max Bazerman

The Power of Noticing

The Power of Noticing

Negotiation Genius

Negotiation Genius

Environment, Ethics, and Behavior

Environment, Ethics, and Behavior

The Power of Experiments

The Power of Experiments

Complicit

Complicit

Decision Leadership

Decision Leadership

Negotiation

Negotiation

Deception in the Digital Age

Deception in the Digital Age

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