Negotiation Analysis by Howard Raiffa
This book substantially extends Howard Raiffa's earlier classic, "The Art and Science of Negotiation". It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations. The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step by step from that ideal. It also shows how a neutral outsider (intervenor) can help all negotiators by providing joint, neutral analysis of their problem. Although analytical in its approach - building from simple hypothetical examples - the book can be understood by those with only a high school background in mathematics. It therefore should have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labour and management, environmentalists and developers, and nations.
"Negotiation Analysis makes a significant contribution to an important field..This is a classic text, synthesizing two approaches to negotiation: the 'art' handles human factors and the 'science' structured models. The book aims to equip negotiators with the skills 'to do a better job.' It is a massive work...created by perhaps the most powerful intellect in the field." - Douglas Hague, Times Higher Education Supplement"
Howard Raiffa is Frank P. Ramsey Professor of Managerial Economics Emeritus, Harvard Business School and Kennedy School of Government. John Richardson is a Lecturer and Associate at the Program on Negotiation, Harvard Law School. David Metcalfe is an Analyst at Forrester Research, London, England.
| SKU | Unavailable |
| ISBN 13 | 9780674008908 |
| ISBN 10 | 0674008901 |
| Title | Negotiation Analysis |
| Author | Howard Raiffa |
| Condition | Unavailable |
| Binding Type | Hardback |
| Publisher | Harvard University Press |
| Year published | 2003-01-30 |
| Number of pages | 608 |
| Cover note | Book picture is for illustrative purposes only, actual binding, cover or edition may vary. |
| Note | Unavailable |