Art and Science of Negotiation

Name: Art and Science of Negotiation
Availability: InStock
ISBN: 9780674048133

ISBN-10: 067404813X

ISBN-13: 9780674048133

Edition: 1982

Authors: Howard Raiffa

List price: $35.50

30 day, 100% satisfaction guarantee!

Semester Rental: $19.09 Due date: 8/14/2024

Rental notice: supplementary materials (access codes, CDs, etc.) are not guaranteed with rental orders.

Buy used: $7.12

Buy new: $32.67

Marketplace

5 new & used from $2.54

what's this?

Rush Rewards U
Members Receive:

You have reached 400 XP and carrot coins. That is the daily max!

Description:

Whether you are selling a house, closing a business deal, settling a divorce, arbitrating a labor dispute, or trying to hammer out no 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…

Book details

List price: $35.50
Copyright year: 1982
Publisher: Harvard University Press
Publication date: 3/15/1985
Binding: Paperback
Pages: 384
Size: 6.13" wide x 9.25" long x 0.90" tall
Weight: 1.144
Language: English

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



Prologue



Overview



Some Organizing Questions



Research Perspectives



Two Parties, One Issue



Elmtree House



Analytical Models and Empirical Results



Settling Out of Court



The Role of Time



Acquisitions and Mergers



Third-Party Intervention



Advice for Negotiators



Two Parties, Many Issues



AMPO versus City



Tradeoffs and Concessions



The Panama Canal Negotiations



Risk Sharing and Insecure Contracts



The Camp David Negotiations



Mediation of Conflicts



Arbitration of Disputes



Many Parties, Many Issues



Coalition Analysis



The Law of the Sea



Fair Division



Willingness to Pay for a Public Good



Environmental Conflict Resolution



The Mariner Space Probes



Voting



General Concerns



Getting People to Communicate



Ethical and Moral Issues


Epilogue


Bibliography


Index