Cover: Negotiation Analysis: The Science and Art of Collaborative Decision Making, from Harvard University PressCover: Negotiation Analysis in PAPERBACK

Negotiation Analysis

The Science and Art of Collaborative Decision Making

Add to Cart

Product Details

PAPERBACK

$44.00 • £35.95 • €39.50

ISBN 9780674024144

Publication Date: 03/31/2007

Short

576 pages

98 line illustrations, 91 tables

Belknap Press

World

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.

Awards & Accolades

  • 2003 Center for Public Resources Award for Excellence in Alternate Dispute Resolution
Jozef Pilsudski: Founding Father of Modern Poland, by Joshua D. Zimmerman, from Harvard University Press

Recent News

Black lives matter. Black voices matter. A statement from HUP »

From Our Blog

Marking the 75th Anniversary of Independence from British Rule

August 14 and August 15 mark the seventy-fifth anniversary of independence from British rule for Pakistan and India, respectively. Inextricably linked to the birth of these two South Asian nations is the 1947 Partition of the subcontinent that tragically accompanied the end of British colonialism.