The Art and Science of Negotiation / Edition 1 by Howard Raiffa | 9780674048133 | Paperback | Barnes & Noble
The Art and Science of Negotiation / Edition 1

The Art and Science of Negotiation / Edition 1

by Howard Raiffa
     
 

ISBN-10: 067404813X

ISBN-13: 9780674048133

Pub. Date: 03/28/1985

Publisher: Harvard

Whether you are selling a house, closing a business deal, settling a divorce, arbitrating a labor dispute, or trying to hammer out an international treaty, Howard Raiffa's new book will measurably improve your negotiating skills.

Although it is a sophisticated self-help book--directed to the lawyer, labor arbitrator, business executive, college dean, diplomat--it

Overview

Whether you are selling a house, closing a business deal, settling a divorce, arbitrating a labor dispute, or trying to hammer out an international treaty, Howard Raiffa's new book will measurably improve your negotiating skills.

Although it is a sophisticated self-help book--directed to the lawyer, labor arbitrator, business executive, college dean, diplomat--it is not cynical or Machiavellian: Raiffa emphasizes problems and situations where, with the kinds of skills he aims to develop, disputants can achieve results that are beneficial to all parties concerned. Indeed, he argues that the popular "zero-sum" way of thinking, according to which one side must lose if the other wins, often makes both sides worse off than they would be when bargaining for joint mutual gains.

Using a vast array of specific cases and clear, helpful diagrams, Raiffa not only elucidates the step-by-step processes of negotiation but also translates this deeper understanding into practical guidelines for negotiators and "intervenors." He examines the mechanics of negotiation in imaginative fashion, drawing on his extensive background in game theory and decision analysis, on his quarter-century of teaching nonspecialists in schools of business and public policy, on his personal experiences as director of an international institute dealing with East/West problems, and on the results of simulated negotiation exercises with hundreds of participants.

There are popular books on the art of winning and scholarly books on the science of negotiation, but this is the first book to bridge the two currents. Shrewd, accessible, and engagingly written, it shows how a little analysis sprinkled with a touch of art can work to the advantage of any negotiator.

Product Details

ISBN-13:
9780674048133
Publisher:
Harvard
Publication date:
03/28/1985
Edition description:
Reprint
Pages:
384
Sales rank:
1,146,714
Product dimensions:
6.12(w) x 9.25(h) x (d)

Table of Contents

Prologue

Part I: Overview

1. Some Organizing Questions

2. Research Perspectives

Part II: Two Parties, One Issue

3. Elmtree House

4. Analytical Models and Empirical Results

5. Settling Out of Court

6. The Role of Time

7. Acquisitions and Mergers

8. Third-Party Intervention

9. Advice for Negotiators

Part III: Two Parties, Many Issues

10. AMPO versus City

11. Tradeoffs and Concessions

12. The Panama Canal Negotiations

13. Risk Sharing and Insecure Contracts

14. The Camp David Negotiations

15. Mediation of Conflicts

16. Arbitration of Disputes

Part IV: Many Parties, Many Issues

17. Coalition Analysis

18. The Law of the Sea

19. Fair Division

20. Willingness to Pay for a Public Good

21. Environmental Conflict Resolution

22. The Mariner Space Probes

23. Voting

Part V: General Concerns

24. Getting People to Communicate

25. Ethical and Moral Issues

Epilogue

Bibliography

Index

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