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


$44.00 • £35.95 • €39.50

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
The Authority of the Court and the Peril of Politics, by Stephen Breyer, from Harvard University Press

Recent News

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

From Our Blog

Cover: A Theory of Justice: Original Edition, by John Rawls, from Harvard University Press

John Rawls: Speaking in a Shared Political Language

On the occasion of the anniversary of the publication of A Theory of Justice, Andrius Gališanka, author of John Rawls: The Path to a Theory of Justice, reflects on some of Rawls’s ideas on moral and political reasoning