Negotiation Analysis: The Science and Art of Collaborative Decision Making
Howard Raiffa
ISBN 10: 0674024141 ISBN 13: 9780674024144
Published by Belknap Press, 2007
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About this Item
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Ancien livre de bibliothèque avec équipements. Ammareal reverse jusqu'à 15% du prix net de cet article à des organisations caritatives. ENGLISH DESCRIPTION Book Condition: Used, Very good. Former library book. Ammareal gives back up to 15% of this item's net price to charity organizations. Seller Inventory # G-515-740
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.
"About this title" may belong to another edition of this title.
Bibliographic Details
Title: Negotiation Analysis: The Science and Art of...
Publisher: Belknap Press
Publication Date: 2007
Binding: Softcover
Condition: Très bon
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Negotiation Analysis: The Science and art of collaborative decision making
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ISBN 10: 0674024141
ISBN 13: 9780674024144
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Negotiation Analysis: The Science and Art of Collaborative Decision Making
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ISBN 10: 0674024141
ISBN 13: 9780674024144
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Negotiation Analysis
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Harvard University Press, 2007
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Condition: New. Written by the author of The Art and Science of Negotiation , this title incorporates three strands of inquiry: individual decision analysis, judgmental decision making, and game theory.Über den AutorHoward Raiffa was Frank P. . Seller Inventory # 5943216
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