THE ART AND SCIENCE OF NEGOTIATION HOWARD RAIFFA PDF

Economics Review quote 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. A fascinating book Its expositional style is also refreshing, achieving a perfect balance between academic respectability and general readability

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Economics Review quote 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. A fascinating book Its expositional style is also refreshing, achieving a perfect balance between academic respectability and general readability Hey "Economica" [A] fascinating book 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.

Green "American Bar Association Journal " The book provides a thought-provoking and useful introduction to the complexities of negotiation and mediation I expect numerous opportunities to recommend it to those seeking advice. Roth "Journal of Economic Literature ".

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Howard Raiffa

Howard Raiffa around He pioneered what became known as decision science. Richard A. He was Kennedy School of Government at Harvard now the Harvard Kennedy School and a member of the university faculty for 37 years, pioneered what became known as decision science — an academic discipline that encompasses negotiating techniques, conflict resolution, risk analysis and game theory.

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Art and Science of Negotiation

Business Negotiation Back cover copy This is a sophisticated book directed to lawyers, labor arbitrators, business executives, college deans, diplomats, and many other professionals. 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. Some Organizing Questions 2. Elmtree House 4. Analytical Models and Empirical Results 5. Settling Out of Court 6.

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The Art and Science of Negotiation

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. 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.

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