The Art and Science of Negotiation. Este artículo no está disponible.The Art and Science of Negotiation

A study of the mechanics, practice, and application of negotiation explains the processes of negotiation and offers practical instruction in developing and improving negotiation skills

Raiffa deftly weaves together case-style vignettes of negotiating situations with a few analytical threads drawn from the theory of games, decision making under uncertainty, and fair division. Written with clarity and verve while avoiding technicalities, it strikes a nice balance between analysis and anecdote. A fascinating book...Its expositional style is also refreshing, achieving a perfect balance between academic respectability and general readability...Theory and practice are carefully intertwined throughout the book; the theory ranges from simple search models to complicated n-person zero-sum games; the practice ranges from simple hypothetical examples to complicated real-world many-country negotiations, several of which are enriched by Raiffa's own personal involvement and experience. -- John D. Hey "Economica" [A] fascinating book...Its expositional style is also refreshing, achieving a perfect balance between academic respectability and general readability...Theory and practice are carefully intertwined throughout the book; the theory ranges from simple search models to complicated n-person zero-sum games; the practice ranges from simple hypothetical examples to complicated real-world many-country negotiations, several of which are enriched by Raiffa's own personal involvement and experience.--John D. Hey "Economica " A vigorous, pragmatic treatise on resolving disputes in the realm of human affairs with all of the rigor [Raiffa] has always displayed...Tightly written, eminently readable, and containing many usable examples, it is bound to be a valuable resource book for years to come.--Gerald Hodge "Journal of the American Planning Association " "The Art and Science of Negotiation" is a quantum leap forward in the state of the art...[Raiffa] employs a classroom wizard's mastery over the hypothetical question to analyze in lively case studies and problems the essential characteristics of various forms of interactive competitive bargaining.--Eric D. Green "American Bar Association Journal " The book provides a thought-provoking and useful introduction to the complexities of negotiation and mediation...[and] fills an important niche in the literature. I expect numerous opportunities to recommend it to those seeking advice.--Alvin E. Roth "Journal of Economic Literature "