The Art and Science of Negotiation

3.62 avg rating
( 63 ratings by Goodreads )
 
9780674048133: The Art and Science of Negotiation
View all copies of this ISBN edition:
 
 

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.

"synopsis" may belong to another edition of this title.

From the Back Cover:

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.

About the Author:

Howard Raiffa is Frank P. Ramsey Professor of Managerial Economics (Emeritus), Harvard Business School and Harvard's Kennedy School of Government.

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

1.

Raiffa, Howard
Published by Belknap Press (1982)
ISBN 10: 067404813X ISBN 13: 9780674048133
New Paperback Quantity Available: 1
Seller:
Fleamarketbooks
(Luzerne, MI, U.S.A.)
Rating
[?]

Book Description Belknap Press, 1982. Paperback. Condition: New. {NEW} Paperback. First Edition; Seventh Printing. Original cover art. Seller Inventory # 287251

More information about this seller | Contact this seller

Buy New
US$ 19.95
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds

2.

Howard Raiffa
Published by HARVARD UNIVERSITY PRESS, United States (1990)
ISBN 10: 067404813X ISBN 13: 9780674048133
New Paperback Quantity Available: 1
Seller:
Book Depository International
(London, United Kingdom)
Rating
[?]

Book Description HARVARD UNIVERSITY PRESS, United States, 1990. Paperback. Condition: New. Revised ed.. Language: English . Brand New Book. 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, The Art and Science of Navigation will measurably improve your negotionation skills. 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, hopeful diagrams, Raiffa not only ellucidates the step-by-step processes of negotiation but also translates this deeper understanding into practical guidelines. Seller Inventory # AAH9780674048133

More information about this seller | Contact this seller

Buy New
US$ 32.51
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

3.

Howard Raiffa
Published by HARVARD UNIVERSITY PRESS, United States (1990)
ISBN 10: 067404813X ISBN 13: 9780674048133
New Paperback Quantity Available: 1
Seller:
The Book Depository
(London, United Kingdom)
Rating
[?]

Book Description HARVARD UNIVERSITY PRESS, United States, 1990. Paperback. Condition: New. Revised ed.. Language: English . Brand New Book. 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, The Art and Science of Navigation will measurably improve your negotionation skills. 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, hopeful diagrams, Raiffa not only ellucidates the step-by-step processes of negotiation but also translates this deeper understanding into practical guidelines. Seller Inventory # AAH9780674048133

More information about this seller | Contact this seller

Buy New
US$ 33.43
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

4.

Howard Raiffa
Published by Harvard University Press
ISBN 10: 067404813X ISBN 13: 9780674048133
New Quantity Available: > 20
Seller:
INDOO
(Avenel, NJ, U.S.A.)
Rating
[?]

Book Description Harvard University Press. Condition: New. Brand New. Seller Inventory # 067404813X

More information about this seller | Contact this seller

Buy New
US$ 31.16
Convert Currency

Add to Basket

Shipping: US$ 3.60
Within U.S.A.
Destination, Rates & Speeds

5.

Howard Raiffa
Published by Harvard Univ Press
ISBN 10: 067404813X ISBN 13: 9780674048133
New Softcover Quantity Available: 1
Seller:
Rating
[?]

Book Description Harvard Univ Press. Condition: BRAND NEW. BRAND NEW Softcover A Brand New Quality Book from a Full-Time Veteran Owned Bookshop in business since 1992!. Seller Inventory # 2667805

More information about this seller | Contact this seller

Buy New
US$ 34.94
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

6.

Raiffa, Howard
ISBN 10: 067404813X ISBN 13: 9780674048133
New Quantity Available: 1
Seller:
Pbshop
(Wood Dale, IL, U.S.A.)
Rating
[?]

Book Description 1985. PAP. Condition: New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. Seller Inventory # IB-9780674048133

More information about this seller | Contact this seller

Buy New
US$ 33.19
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds

7.

Howard Raiffa
Published by Harvard University Press
ISBN 10: 067404813X ISBN 13: 9780674048133
New Paperback Quantity Available: 9
Seller:
THE SAINT BOOKSTORE
(Southport, United Kingdom)
Rating
[?]

Book Description Harvard University Press. Paperback. Condition: New. New copy - Usually dispatched within 2 working days. Seller Inventory # B9780674048133

More information about this seller | Contact this seller

Buy New
US$ 29.93
Convert Currency

Add to Basket

Shipping: US$ 9.35
From United Kingdom to U.S.A.
Destination, Rates & Speeds

8.

Howard Raiffa
ISBN 10: 067404813X ISBN 13: 9780674048133
New Quantity Available: 1
Seller:
Speedy Hen LLC
(Sunrise, FL, U.S.A.)
Rating
[?]

Book Description Condition: New. Bookseller Inventory # ST067404813X. Seller Inventory # ST067404813X

More information about this seller | Contact this seller

Buy New
US$ 39.83
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

9.

H Raiffa (author)
Published by Belknap 1985-03-15, Cambridge, Mass. |London (1985)
ISBN 10: 067404813X ISBN 13: 9780674048133
New paperback Quantity Available: 5
Seller:
Blackwell's
(Oxford, OX, United Kingdom)
Rating
[?]

Book Description Belknap 1985-03-15, Cambridge, Mass. |London, 1985. paperback. Condition: New. Seller Inventory # 9780674048133

More information about this seller | Contact this seller

Buy New
US$ 32.85
Convert Currency

Add to Basket

Shipping: US$ 8.08
From United Kingdom to U.S.A.
Destination, Rates & Speeds

10.

Raiffa, Howard
Published by Belknap Press of Harvard University Press (1985)
ISBN 10: 067404813X ISBN 13: 9780674048133
New Softcover Quantity Available: 3
Rating
[?]

Book Description Belknap Press of Harvard University Press, 1985. Condition: New. A study of the mechanics, practice, and application of negotiation explains the processes of negotiation and offers practical instruction in developing and improving negotiation skills. Num Pages: 384 pages, 48 line illustrations, 37 tables. BIC Classification: KJN. Category: (P) Professional & Vocational; (UP) Postgraduate, Research & Scholarly; (UU) Undergraduate. Dimension: 235 x 157 x 24. Weight in Grams: 452. . 1985. Reprint. Paperback. . . . . . Seller Inventory # V9780674048133

More information about this seller | Contact this seller

Buy New
US$ 41.10
Convert Currency

Add to Basket

Shipping: FREE
From Ireland to U.S.A.
Destination, Rates & Speeds

There are more copies of this book

View all search results for this book