The Art and Science of Negotiation / Edition 1

by Howard Raiffa

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 University Press
Publication date:	03/15/1985
Edition description:	Reprint
Pages:	384
Product dimensions:	6.12(w) x 9.25(h) x 0.90(d)

About the Author

Howard Raiffa was Frank P. Ramsey Professor of Managerial Economics, Emeritus, at Harvard Business School and Harvard’s Kennedy School of Government.

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

What People are Saying About This

I think that nearly anyone who has experience in negotiation and management will he surprised and pleased by the amount of insight which Raiffa's chapters will give him into the structure of problems with which he is familiar but which he understands less well than he thinks.

McGeorge Bundy

I think that nearly anyone who has experience in negotiation and management will he surprised and pleased by the amount of insight which Raiffa's chapters will give him into the structure of problems with which he is familiar but which he understands less well than he thinks.

Editorial Reviews

A vigorous, pragmatic treatise on resolving disputes in the realm of human affairs with all of the rigor [Raiffa] has always displayed… Tightly written, eminently readable, and containing many usable examples, it is bound to be a valuable resource book for years to come.

Journal of the American Planning Association - Gerald Hodge

Raiffa deftly weaves together case-style vignettes of negotiating situations with a few analytical threads drawn from the theory of games, decision making under uncertainty, and fair division. Written with clarity and verve while avoiding technicalities, it strikes a nice balance between analysis and anecdote.

Journal of Policy Analysis and Management

[A] fascinating book… Its expositional style is also refreshing, achieving a perfect balance between academic respectability and general readability… Theory and practice are carefully intertwined throughout the book; the theory ranges from simple search models to complicated n-person zero-sum games; the practice ranges from simple hypothetical examples to complicated real-world many-country negotiations, several of which are enriched by Raiffa’s own personal involvement and experience.

Economica - John D. Hey

The Art and Science of Negotiation is a quantum leap forward in the state of the art… [Raiffa] employs a classroom wizard’s mastery over the hypothetical question to analyze in lively case studies and problems the essential characteristics of various forms of interactive competitive bargaining.

Eric D. Greenn Bar Association Journal

I think that nearly anyone who has experience in negotiation and management will he surprised and pleased by the amount of insight which Raiffa’s chapters will give him into the structure of problems with which he is familiar but which he understands less well than he thinks.

McGeorge Bundy

The book provides a thought-provoking and useful introduction to the complexities of negotiation and mediation…[and] fills an important niche in the literature. I expect numerous opportunities to recommend it to those seeking advice.

Journal of Economic Literature - Alvin E. Roth

The Art and Science of Negotiation is a quantum leap forward in the state of the art… [Raiffa] employs a classroom wizard’s mastery over the hypothetical question to analyze in lively case studies and problems the essential characteristics of various forms of interactive competitive bargaining.

American Bar Association Journal - Eric D. Green

[A] fascinating book...Its expositional style is also refreshing, achieving a perfect balance between academic respectability and general readability...Theory and practice are carefully intertwined throughout the book; the theory ranges from simple search models to complicated n-person zero-sum games; the practice ranges from simple hypothetical examples to complicated real-world many-country negotiations, several of which are enriched by Raiffa's own personal involvement and experience.
— John D. Hey

Economica

The book provides a thought-provoking and useful introduction to the complexities of negotiation and mediation...[and] fills an important niche in the literature. I expect numerous opportunities to recommend it to those seeking advice.
— Alvin E. Roth

Journal of Economic Literature

A vigorous, pragmatic treatise on resolving disputes in the realm of human affairs with all of the rigor [Raiffa] has always displayed...Tightly written, eminently readable, and containing many usable examples, it is bound to be a valuable resource book for years to come.
— Gerald Hodge

Journal of the American Planning Association

The Art and Science of Negotiation is a quantum leap forward in the state of the art...[Raiffa] employs a classroom wizard's mastery over the hypothetical question to analyze in lively case studies and problems the essential characteristics of various forms of interactive competitive bargaining.
— Eric D. Green

American Bar Association Journal