Negotiation Analysis: The Science and Art of Collaborative Decision Making

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9780674024144: Negotiation Analysis: The Science and Art of Collaborative Decision Making

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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About the Author:

Howard Raiffa is Frank P. Ramsey Professor of Managerial Economics (Emeritus), 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.

Excerpt. © Reprinted by permission. All rights reserved.:

http://www.hup.harvard.edu/pdf/RAINEG_X.pdf

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1.

Howard Raiffa
Editorial: HARVARD UNIVERSITY PRESS, United States (2007)
ISBN 10: 0674024141 ISBN 13: 9780674024144
Nuevos Paperback Cantidad: 1
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Descripción HARVARD UNIVERSITY PRESS, United States, 2007. Paperback. Estado de conservación: New. Language: English . Brand New Book. 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. Nº de ref. de la librería AAU9780674024144

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Howard Raiffa
Editorial: HARVARD UNIVERSITY PRESS, United States (2007)
ISBN 10: 0674024141 ISBN 13: 9780674024144
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Descripción HARVARD UNIVERSITY PRESS, United States, 2007. Paperback. Estado de conservación: New. Language: English . Brand New Book. 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. Nº de ref. de la librería AAU9780674024144

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Descripción Harvard Univ Press. Estado de conservación: BRAND NEW. BRAND NEW Softcover A Brand New Quality Book from a Full-Time Bookshop in business since 1992!. Nº de ref. de la librería 2364988

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Descripción Belknap Press of Harvard University Press, 2007. Estado de conservación: 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. Num Pages: 576 pages, 98 line illustrations, 91 tables. BIC Classification: KJMD; KJN. Category: (P) Professional & Vocational. Dimension: 253 x 169 x 24. Weight in Grams: 946. . 2007. 1st Edition. Paperback. . . . . . Nº de ref. de la librería V9780674024144

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Descripción Harvard University Press, 2007. PAP. Estado de conservación: New. New Book. Shipped from UK in 4 to 14 days. Established seller since 2000. Nº de ref. de la librería WH-9780674024144

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Descripción Belknap Press of Harvard University Press. Estado de conservación: 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. Num Pages: 576 pages, 98 line illustrations, 91 tables. BIC Classification: KJMD; KJN. Category: (P) Professional & Vocational. Dimension: 253 x 169 x 24. Weight in Grams: 946. . 2007. 1st Edition. Paperback. . . . . Books ship from the US and Ireland. Nº de ref. de la librería V9780674024144

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Descripción 2007. PAP. Estado de conservación: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Nº de ref. de la librería TH-9780674024144

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Howard Raiffa (author), John Richardson (contributions), David Metcalfe (contributions)
Editorial: Harvard University Press 2007-03-13, Cambridge, Mass. |London (2007)
ISBN 10: 0674024141 ISBN 13: 9780674024144
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Descripción Harvard University Press. Estado de conservación: New. Brand New. Nº de ref. de la librería 0674024141

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