Negotiation Analysis

Howard Raiffa

ISBN 10: 0674024141 / ISBN 13: 9780674024144

Published by HARVARD UNIVERSITY PRESS Mär 2007, 2007

About this Item

Neuware - 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.

Seller Inventory # 9780674024144

Bibliographic Details

• Title: Negotiation Analysis
• Publisher: HARVARD UNIVERSITY PRESS Mär 2007
• Publication Date: 2007
• Language: English
• ISBN 10: 0674024141
• ISBN 13: 9780674024144
• Binding: Buch
• Condition: Neu
• Dimensions: 254W x 169H x 26D millimeters 254 millimeters width by 169 millimeters height by 26 millimeters depth
• Weight: 962 grams

About this title

Synopsis

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.

About the Authors

Howard Raiffa was Frank P. Ramsey Professor of Managerial Economics, Emeritus, at Harvard Business School and Harvard’s 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.