- Preface
- I. Fundamentals
- 1. Decision Perspectives: On four approaches to decision making
- 2. Decision Analysis: On how individuals should and could decide
- 3. Behavioral Decision Theory: On the psychology of decisions; on how real people do decide
- 4. Game Theory: On how rational beings should decide separately in interactive situations
- 5. Negotiation Analysis: On how you should and could collaborate with others
- II. Two-Party Distributive (Win-Lose) Negotiations
- 6. Elmtree House: On setting the stage for adversarial bargaining
- 7. Distributive Negotiations: The Basic Problem: On the essence of noncooperative, win-lose negotiations
- 8. Introducing Complexities: Uncertainty: On deciding to settle out of court and other problems of choice under uncertainty
- 9. Introducing Complexities: Time: On entrapments and downward escalation; on real and virtual strikes
- 10. Auctions and Bids: On comparing different auction and competitive bidding procedures
- III. Two-Party Integrative (Win-Win) Negotiations
- 11. Template Design: On brainstorming alone and together; on deciding what must be decided
- 12. Template Evaluation: On deciding what you need and want
- 13. Template Analysis (I): On finding a joint compromise for a special simple case
- 14. Template Analysis (II): On finding a joint compromise for the general case
- 15. Behavioral Realities: On learning how people do negotiate in the laboratory and the real world
- 16. Noncooperative Others: On how to tackle noncooperative adversaries
- IV. External Help
- 17. Mostly Facilitation and Mediation: On helping with people problems
- 18. Arbitration: Conventional and Nonconventional: On how a neutral joint analyst might help
- 19. What Is Fair?: On principles for deciding joint outcomes
- 20. Parallel Negotiations: On negotiating without Negotiating
- V. Many Parties
- 21. Group Decisions: On organizing and managing groups
- 22. Consensus: On how to achieve a shared agreement for all
- 23. Coalitions: On the dynamics of splitting and joining subgroups
- 24. Voting: On anomalies of collective action based on voting schemes
- 25. Pluralistic Parties: On dealing with parties fractured by internal conflict
- 26. Multiparty Interventions: On the role of external helpers in multiparty negotiations
- 27. Social Dilemmas: On the conflict between self-interest and group interest
- References
- Note on Sources
- Index
Negotiation Analysis
The Science and Art of Collaborative Decision Making
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Product Details
PAPERBACK
$44.00 • £35.95 • €39.50
ISBN 9780674024144
Publication Date: 03/31/2007
Awards & Accolades
- 2003 Center for Public Resources Award for Excellence in Alternate Dispute Resolution
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