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


$42.50 • £34.95 • €38.50

ISBN 9780674024144

Publication Date: 03/31/2007


576 pages

98 line illustrations, 91 tables

Belknap Press


  • 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

Awards & Accolades

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