Cover: The Art and Science of Negotiation in PAPERBACK

The Art and Science of Negotiation

Add to Cart

Product Details

PAPERBACK

$34.50 • £27.95 • €31.00

ISBN 9780674048133

Publication Date: 03/15/1985

Short

384 pages

6-1/8 x 9-1/4 inches

48 line illustrations, 37 tables

Belknap Press

World

Whether you are selling a house, closing a business deal, settling a divorce, arbitrating a labor dispute, or trying to hammer out an international treaty, Howard Raiffa’s new book will measurably improve your negotiating skills.

Although it is a sophisticated self-help book—directed to the lawyer, labor arbitrator, business executive, college dean, diplomat—it is not cynical or Machiavellian: Raiffa emphasizes problems and situations where, with the kinds of skills he aims to develop, disputants can achieve results that are beneficial to all parties concerned. Indeed, he argues that the popular “zero-sum” way of thinking, according to which one side must lose if the other wins, often makes both sides worse off than they would be when bargaining for joint mutual gains.

Using a vast array of specific cases and clear, helpful diagrams, Raiffa not only elucidates the step-by-step processes of negotiation but also translates this deeper understanding into practical guidelines for negotiators and “intervenors.” He examines the mechanics of negotiation in imaginative fashion, drawing on his extensive background in game theory and decision analysis, on his quarter-century of teaching nonspecialists in schools of business and public policy, on his personal experiences as director of an international institute dealing with East/West problems, and on the results of simulated negotiation exercises with hundreds of participants.

There are popular books on the art of winning and scholarly books on the science of negotiation, but this is the first book to bridge the two currents. Shrewd, accessible, and engagingly written, it shows how a little analysis sprinkled with a touch of art can work to the advantage of any negotiator.

Recent News

From Our Blog

Jacket: The Number of the Heavens: A History of the Multiverse and the Quest to Understand the Cosmos, by Tom Siegfried, from Harvard University Press

Q&A with Tom Siegfried, author of The Number of the Heavens: A History of the Multiverse and the Quest to Understand the Cosmos

In The Number of the Heavens, Tom Siegfried, the award-winning former editor of Science News, shows that one of the most fascinating and controversial ideas in contemporary cosmology—the existence of multiple parallel universes—has a long and divisive history that continues to this day. We spoke to him about the possible existence of a multiverse and the co

‘manifold glories of classical Greek and Latin’

The digital Loeb Classical Library (loebclassics.com) extends the founding mission of James Loeb with an interconnected, fully searchable, perpetually growing virtual library of all that is important in Greek and Latin literature.