The Art and Science of Negotiation / Edition 1

The Art and Science of Negotiation / Edition 1

by Howard Raiffa
     
 

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."See more details below

Overview

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."

Product Details

ISBN-13:
9780674048133
Publisher:
Harvard University Press
Publication date:
03/28/1985
Edition description:
Reprint
Pages:
384
Sales rank:
962,986
Product dimensions:
6.10(w) x 9.20(h) x 1.00(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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