Art and Science of Negotiation / Edition 1

Art and Science of Negotiation / Edition 1

by Howard Raiffa
ISBN-10:
067404813X
ISBN-13:
2900674048132
Pub. Date:
03/28/1985
Publisher:
Harvard

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Overview

Art and Science of Negotiation / Edition 1

This is a sophisticated book directed to lawyers, labor arbitrators, business executives, college deans, diplomats, and many other professionals. 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.

Product Details

ISBN-13: 2900674048132
Publisher: Harvard
Publication date: 03/28/1985
Edition description: Reprint
Pages: 384
Product dimensions: 6.00(w) x 1.25(h) x 9.00(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.

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