This masterly 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 will 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 labor and management, environmentalists and developers, and nations.
"synopsis" may belong to another edition of this title.
"About this title" may belong to another edition of this title.
Shipping:
US$ 3.00
Within U.S.A.
Book Description Condition: new. Seller Inventory # newMercantile_0674024141
Book Description Paperback. Condition: new. New. Fast Shipping and good customer service. Seller Inventory # Holz_New_0674024141
Book Description Paperback. Condition: new. New Copy. Customer Service Guaranteed. Seller Inventory # think0674024141
Book Description Condition: new. Seller Inventory # FrontCover0674024141
Book Description Condition: New. Seller Inventory # 4933420-n
Book Description Paperback. Condition: New. 1st Edition. Ships in a BOX from Central Missouri! UPS shipping for most packages, (Priority Mail for AK/HI/APO/PO Boxes). Seller Inventory # 000842410N
Book Description Condition: New. Book is in NEW condition. Seller Inventory # 0674024141-2-1
Book Description Paperback. Condition: new. New. Seller Inventory # Wizard0674024141
Book Description Paperback or Softback. Condition: New. Negotiation Analysis: The Science and Art of Collaborative Decision Making 2. Book. Seller Inventory # BBS-9780674024144
Book Description Paperback. Condition: new. Buy for Great customer experience. Seller Inventory # GoldenDragon0674024141