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.
General
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