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 ...
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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.
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Add this copy of Negotiation Analysis: the Science and Art of to cart. $2.36, good condition, Sold by ThriftBooks-Atlanta rated 5.0 out of 5 stars, ships from Austell, GA, UNITED STATES, published 2007 by Belknap Press.
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Like New. Size: 7x1x10; This book may be an ex-library item. This book is in near-perfect condition, showing minimal signs of use. It has clean, crisp pages with no markings or highlighting, and the spine and cover are intact without any creases or wear. This book appears as if it has been barely touched and is virtually indistinguishable from a brand new book. This book may be an ex-library item.
Add this copy of Negotiation Analysis: the Science and Art of to cart. $30.31, good condition, Sold by Bonita rated 4.0 out of 5 stars, ships from Newport Coast, CA, UNITED STATES, published 2007 by Belknap Press.
Add this copy of Negotiation Analysis-the Science and Art of to cart. $46.69, new condition, Sold by Paperbackshop rated 4.0 out of 5 stars, ships from Bensenville, IL, UNITED STATES, published 2007 by Harvard University Press.
