Art and Science of Negotiation
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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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All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.
List price: $33.50
Copyright year: 1982
Publisher: Harvard University Press
Publication date: 3/15/1985
Size: 6.00" wide x 9.25" long x 1.00" tall
Howard Raiffa is Frank P. Ramsey Professor of Managerial Economics (Emeritus), Harvard Business School and Harvard's Kennedy School of Government.
|Some Organizing Questions|
|Two Parties, One Issue|
|Analytical Models and Empirical Results|
|Settling Out of Court|
|The Role of Time|
|Acquisitions and Mergers|
|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|
|The Law of the Sea|
|Willingness to Pay for a Public Good|
|Environmental Conflict Resolution|
|The Mariner Space Probes|
|Getting People to Communicate|
|Ethical and Moral Issues|