ISBN-10:
0674024141
ISBN-13:
9780674024144
Pub. Date:
03/15/2007
Publisher:
Harvard
Negotiation Analysis: The Science and Art of Collaborative Decision Making / Edition 1

Negotiation Analysis: The Science and Art of Collaborative Decision Making / Edition 1

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Product Details

ISBN-13: 9780674024144
Publisher: Harvard
Publication date: 03/15/2007
Edition description: New Edition
Pages: 576
Product dimensions: 6.62(w) x 10.00(h) x 1.06(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.

John Richardson is a Lecturer and Associate at the Program on Negotiation, Harvard Law School.

David Metcalfe is an Analyst at Forrester Research, London, England.

Table of Contents

Preface

Part I. Fundamentals

1. Decision Perspectives
On four approaches to decision making

2. Decision Analysis
On how individuals should and could decide

3. Behavioral Decision Theory
On the psychology of decisions; on how real people do decide

4. Game Theory
On how rational beings should decide separately in interactive situations

5. Negotiation Analysis
On how you should and could collaborate with others

Part II. Two-Party Distributive (Win-Lose) Negotiations

6. Elmtree House
On setting the stage for adversarial bargaining

7. Distributive Negotiations: The Basic Problem
On the essence of noncooperative, win-lose negotiations

8. Introducing Complexities: Uncertainty
On deciding to settle out of court and other problems of choice under uncertainty

9. Introducing Complexities: Time
On entrapments and downward escalation; on real and virtual strikes

10. Auctions and Bids
On comparing different auction and competitive bidding procedures

Part III. Two-Party Integrative (Win-Win) Negotiations

11. Template Design
On brainstorming alone and together; on deciding what must be decided

12. Template Evaluation
On deciding what you need and want

13. Template Analysis (I)
On finding a joint compromise for a special simple case

14. Template Analysis (II)
On finding a joint compromise for the general case

15. Behavioral Realities
On learning how people do negotiate in the laboratory and the real world

16. Noncooperative Others
On how to tackle noncooperative adversaries

Part IV. External Help

17. Mostly Facilitation and Mediation
On helping with people problems

18. Arbitration: Conventional and Nonconventional
On how a neutral joint analyst might help

19. What Is Fair?
On principles for deciding joint outcomes

20. Parallel Negotiations
On negotiating without Negotiating

Part V. Many Parties

21. Group Decisions
On organizing and managing groups

22. Consensus
On how to achieve a shared agreement for all

23. Coalitions
On the dynamics of splitting and joining subgroups

24. Voting
On anomalies of collective action based on voting schemes

25. Pluralistic Parties
On dealing with parties fractured by internal conflict

26. Multiparty Interventions
On the role of external helpers in multiparty negotiations

27. Social Dilemmas
On the conflict between self-interest and group interest

References

Note on Sources

Index

What People are Saying About This

Howard Raiffa created the field of negotiation analysis, and this book is a great development of his ideas. It pushes negotiation analysis to a higher level and should be required reading for all serious students and practitioners of negotiation and alternative dispute resolution. The book is brilliant. It will help to make the world a better place.

Max Bazerman

Howard Raiffa created the field of negotiation analysis, and this book is a great development of his ideas. It pushes negotiation analysis to a higher level and should be required reading for all serious students and practitioners of negotiation and alternative dispute resolution. The book is brilliant. It will help to make the world a better place.
Max Bazerman, author of Judgment in Managerial Decision Making

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