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

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Product Details


$44.00 • £35.95 • €39.50

ISBN 9780674024144

Publication Date: 03/31/2007


576 pages

98 line illustrations, 91 tables

Belknap Press


Negotiation Analysis makes a significant contribution to an important field… This is a classic text, synthesizing two approaches to negotiation: the ‘art’ handles human factors and the ‘science’ structured models. The book aims to equip negotiators with the skills ‘to do a better job.’ It is a massive work—550 pages—created by perhaps the most powerful intellect in the field.—Douglas Hague, The Times Higher Education Supplement

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

Howard Raiffa created the field of negotiation analysis, and this book is a great development of his ideas. It pushes negotiation analysis to a higher level and should be required reading for all serious students and practitioners of negotiation and alternative dispute resolution. The book is brilliant. It will help to make the world a better place.—Max Bazerman, author of Judgment in Managerial Decision Making

Awards & Accolades

  • 2003 Center for Public Resources Award for Excellence in Alternate Dispute Resolution
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