The Art and Science of Negotiation

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Harvard University Press, 1982 - Business & Economics - 373 pages
3 Reviews

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.

  

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Review: The Art and Science of Negotiation

User Review  - Steven - Goodreads

I read this book in the spring of 1993, and was lucky enough to get a chance to meet Howard Raiffa while I was an undergrad at Harvard and he was on the HBS faculty. I'd read his book as part of my ... Read full review

Review: The Art and Science of Negotiation

User Review  - Chad - Goodreads

more of a reference than a cover to cover read. Read full review

Contents

Prologue
1
Overview
7
Two Parties One Issue
33
Analytical Models and Empirical Results
44
Settling Out of Court
66
The Role of Time
78
Acquisitions and Mergers
91
ThirdParty Intervention
108
Arbitration of Disputes
235
Many Parties Many Issues
251
Coalition Analysis
257
The Law of the Sea
275
Fair Division
288
Willingness to Pay for a Public Good
300
Environmental Conflict Resolution
310
The Mariner Space Probes
318

Advice for Negotiators
119
Two Parties Many Issues
131
Tradeoffs and Concessions
148
The Panama Canal Negotiations
166
Risk Sharing and Insecure Contracts
187
The Camp David Negotiations
205
Mediation of Conflicts
218
Voting
327
General Concerns
335
Ethical and Moral Issues
344
Epilogue
357
Index
369
Copyright

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About the author (1982)

Howard Raiffa is Frank P. Ramsey Professor of Managerial Economics (Emeritus), Harvard Business School and Harvard's Kennedy School of Government.

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