Whether you are selling a house, closing a business deal, settling
a divorce, arbitrating a labor dispute, or trying to hammer out an
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.
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