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Negotiation Analysis - The Science and Art of Collaborative Decision Making (Paperback) Loot Price: R1,057
Discovery Miles 10 570
You Save: R160 (13%)

Negotiation Analysis - The Science and Art of Collaborative Decision Making (Paperback)

Howard Raiffa; Contributions by John Richardson, David Metcalfe

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List price R1,217 Loot Price R1,057 Discovery Miles 10 570 | Repayment Terms: R99 pm x 12* You Save R160 (13%)

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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.

General

Imprint: The Belknap Press
Country of origin: United States
Release date: March 2007
First published: March 2007
Authors: Howard Raiffa
Contributors: John Richardson • David Metcalfe
Dimensions: 253 x 167 x 26mm (L x W x T)
Format: Paperback
Pages: 548
ISBN-13: 978-0-674-02414-4
Categories: Books > Business & Economics > Business & management > Business negotiation
Books > Business & Economics > Business & management > Management & management techniques > Management decision making > General
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LSN: 0-674-02414-1
Barcode: 9780674024144

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