Cover: The Art and Science of Negotiation in PAPERBACK

The Art and Science of Negotiation

Product Details


$35.50 • £30.95 • €32.95

ISBN 9780674048133

Publication Date: 03/15/1985


384 pages

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

48 line illustrations, 37 tables

Belknap Press


Add to Cart

Media Requests:

Related Subjects

The Art and Science of Negotiation is a quantum leap forward in the state of the art… [Raiffa] employs a classroom wizard’s mastery over the hypothetical question to analyze in lively case studies and problems the essential characteristics of various forms of interactive competitive bargaining.—Eric D. Green, American Bar Association Journal

[A] fascinating book… Its expositional style is also refreshing, achieving a perfect balance between academic respectability and general readability… Theory and practice are carefully intertwined throughout the book; the theory ranges from simple search models to complicated n-person zero-sum games; the practice ranges from simple hypothetical examples to complicated real-world many-country negotiations, several of which are enriched by Raiffa’s own personal involvement and experience.—John D. Hey, Economica

A vigorous, pragmatic treatise on resolving disputes in the realm of human affairs with all of the rigor [Raiffa] has always displayed… Tightly written, eminently readable, and containing many usable examples, it is bound to be a valuable resource book for years to come.—Gerald Hodge, Journal of the American Planning Association

The book provides a thought-provoking and useful introduction to the complexities of negotiation and mediation…[and] fills an important niche in the literature. I expect numerous opportunities to recommend it to those seeking advice.—Alvin E. Roth, Journal of Economic Literature

Raiffa deftly weaves together case-style vignettes of negotiating situations with a few analytical threads drawn from the theory of games, decision making under uncertainty, and fair division. Written with clarity and verve while avoiding technicalities, it strikes a nice balance between analysis and anecdote.Journal of Policy Analysis and Management

I think that nearly anyone who has experience in negotiation and management will he surprised and pleased by the amount of insight which Raiffa’s chapters will give him into the structure of problems with which he is familiar but which he understands less well than he thinks.—McGeorge Bundy

Recent News

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

From Our Blog

The Burnout Challenge

On Burnout Today with Christina Maslach and Michael P. Leiter

In The Burnout Challenge, leading researchers of burnout Christina Maslach and Michael P. Leiter focus on what occurs when the conditions and requirements set by a workplace are out of sync with the needs of people who work there. These “mismatches,” ranging from work overload to value conflicts, cause both workers and workplaces to suffer