The reader may learn by participating in a wide variety of bargaining interactions, ranging from co-operative to competitive two-person bargaining to large group negotiations, and equal to unequal power positions.

The Dynamics of Bargaining Games

Self-Help

Murnighan, J. Keith

Personal Transformation

Pearson College Div

Imagine you’ve just come back to work after a two-week vacation during which you actually relaxed, without calling in or checking e-mail. You discover that there are no pressing issues and that, on the contrary, your team scored a big new customer and fixed a nagging problem during your absence. No red flags or fires to put out. 
Sadly, for most leaders this scenario is only a dream. They constantly check on what’s happening because they expect the worst (and usually get it). But Keith Murnighan shows that not only is “do nothing” leadership possible, it is also far more effective than doing too much. 
Great leaders don’t work; they facilitate and orchestrate. They think of great strategies and help others implement them. They spend their time preparing for the future. They take a comprehensive view of their terrain while also noticing key details so they can confidently choose the right forks in the road. 
 In other words, great leaders don’t do anything—except think, make key decisions, help people do their jobs better, and add a touch of organizational control to make sure the final recipes come out okay. In sharp contrast, most leaders are too busy actually working to do these things—and their teams suffer as a result. 
Do Nothing!’s practical strategies and true stories will show you how to set high expectations for your team and watch it rise to the challenge. It will help you establish a healthier culture by trusting people more than they expect to be trusted. And it will help you overcome your natural tendencies toward micromanagement so you can let people do their jobs—even when you know you could do their jobs better. 
As Murnighan writes, “My experience suggests that you will be surprised—wildly surprised. People on your team will reveal skills you never knew they had and will accomplish things that go far beyond your estimate of their capabilities. They might not do things the way you would do them, but they will get results you never expected. Everyone has hidden talents, and most leaders never discover them. Before you reject this approach, ask yourself: what if you did nothing and it actually worked?”

Do Nothing!: Discover the Power of Hands-Off Leadership

Business & Money

Management & Leadership

Penguin Publishing Group

A highly readable guide with a method for avoiding mistakes when making decisions that will affect the future of your business The Art of High Stakes Decision Making takes readers to the most important crossroads in business with dozens of real-life scenarios. Engaging "you are there" stories teach how to focus on the core issues involved in high stakes decision making. The authors share powerful tools for cutting through the psychological and emotional barriers to making the best decisions. Each chapter concludes with a set of fundamental principles for successfully navigating each stage of the SCRIPTS method, an acronym that outlines a seven-step process for making tough choices under the gun. J. Keith Murnighan, PhD (Evanston, IL), is the Harold H. Hines, Jr. Distinguished Professor of Risk Management at the Kellogg Graduate School of Management at Northwestern University. John C. Mowen, PhD (Stillwater, OK), is Regents Professor and Noble Chair of Marketing Strategy at Oklahoma State University's College of Business Administration.

The Art of High Stakes Decision Making: Tough Calls in a Speed Driven World

Mowen, John C.

Economics

John Wiley&Sons, Inc.

Ground-breaking game theorist Keith Murnigham offers expert strategy on how to handle almost any negotiation. With its refreshingly new approach to the negotiation process, Bargaining Games gives real solutions to many problems.

Bargaining games: A new approach to strategic thinking in negotiations

Murnighan, John Keith

W. Morrow

Social Psychology and Organizations

De Cremer, David

van Dick, Rolf

Taylor&Francis

See the best price to sell, buy, or rent books by Murnighan, J. Keith. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Murnighan, J. Keith