Negotiation analysis: the science and art of collaborative decision making

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Belknap Press of Harvard University Press, 2002 - Business & Economics - 548 pages
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This masterly book substantially extends Howard Raiffa's earlier classic, The Art and Science of Negotiation. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations.

The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step by step from that ideal. It also shows how a neutral outsider (intervenor) can help all negotiators by providing joint, neutral analysis of their problem.

Although analytical in its approach--building from simple hypothetical examples--the book can be understood by those with only a high school background in mathematics. It therefore will have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labor and management, environmentalists and developers, and nations.

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Negotiation analysis: the science and art of collaborative decision making

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Harvard professor emeritus Raiffa and his co-authors have everything covered in this exhaustive work, which examines the dynamics of win-lose, win-win and multi-party negotiations and throws novel ... Read full review

Contents

Fundamentals
1
Decision Analysis
14
Behavioral Decision Theory
33
Copyright

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About the author (2002)

Raiffa is Frank Plumpton Ramsey Professor of Managerial Economics at the Harvard Business School.

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.

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