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Negotiation Analysis

Negotiation Analysis

The Science and Art of Collaborative Decision Making

Howard Raiffa

ISBN 9780674024144

Publication date: 03/31/2007

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.

Praise

  • 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 approaches like game theory into the mix. Especially timely is the analysis of "external help," in which the authors evaluate the growing trend of mediation and arbitration...It's certainly thorough, with its plethora of decision-making scenarios...to bring advanced theories to life. And Raiffa is one of the deans of the field.

    —Publishers Weekly

Author

  • Howard Raiffa was Frank P. Ramsey Professor of Managerial Economics, Emeritus, at Harvard Business School and Harvard’s Kennedy School of Government.

Book Details

  • 576 pages
  • 1-1/16 x 6-5/8 x 10 inches
  • Belknap Press

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