The Art and Science of Negotiation

The Art and Science of Negotiation

By: Howard Raiffa (author)Paperback

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Description

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.

About Author

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

Contents

Prologue Part I: Overview 1. Some Organizing Questions 2. Research Perspectives Part II: Two Parties, One Issue 3. Elmtree House 4. Analytical Models and Empirical Results 5. Settling Out of Court 6. The Role of Time 7. Acquisitions and Mergers 8. Third-Party Intervention 9. Advice for Negotiators Part III: Two Parties, Many Issues 10. AMPO versus City 11. Tradeoffs and Concessions 12. The Panama Canal Negotiations 13. Risk Sharing and Insecure Contracts 14. The Camp David Negotiations 15. Mediation of Conflicts 16. Arbitration of Disputes Part IV: Many Parties, Many Issues 17. Coalition Analysis 18. The Law of the Sea 19. Fair Division 20. Willingness to Pay for a Public Good 21. Environmental Conflict Resolution 22. The Mariner Space Probes 23. Voting Part V: General Concerns 24. Getting People to Communicate 25. Ethical and Moral Issues Epilogue Bibliography Index

Product Details

  • ISBN13: 9780674048133
  • Format: Paperback
  • Number Of Pages: 384
  • ID: 9780674048133
  • weight: 408
  • ISBN10: 067404813X

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