The Art and Science of Negotiation

by Raiffa, Howard

• ISBN13: 9780674048133
• ISBN10: 067404813X
• Edition: Reprint
• Format: Paperback
• Copyright: 1985-03-15
• Publisher: Belknap Pr

Summary

Whether you are selling a house, closing a business deal, settling a divorce, arbitrating a labor dispute, or trying to hammer out no 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.

Table of Contents

Prologue

Overview

Some Organizing Questions

Research Perspectives

Two Parties, One Issue

Elmtree House

Analytical Models and Empirical Results

Settling Out of Court

The Role of Time

Acquisitions and Mergers

Third-Party Intervention

Advice for Negotiators

Two Parties, Many Issues

AMPO versus City

Tradeoffs and Concessions

The Panama Canal Negotiations

Risk Sharing and Insecure Contracts

The Camp David Negotiations

Mediation of Conflicts

Arbitration of Disputes

Many Parties, Many Issues

Coalition Analysis

The Law of the Sea

Fair Division

Willingness to Pay for a Public Good

Environmental Conflict Resolution

The Mariner Space Probes

Voting

General Concerns

Getting People to Communicate

Ethical and Moral Issues

Epilogue

Bibliography

Index

Table of Contents provided by Publisher. All Rights Reserved.