Art and Science of Negotiation

ISBN-10: 067404813X

ISBN-13: 9780674048133

Edition: 1982

Authors: Howard Raiffa

List price: $33.50 Buy it from $1.49
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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 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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Book details

List price: $33.50
Copyright year: 1982
Publisher: Harvard University Press
Publication date: 3/15/1985
Binding: Paperback
Pages: 384
Size: 6.00" wide x 9.25" long x 1.00" 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
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