Howard Raiffa, an economics professor whose mathematical . Professor Zeckhauser, who said that negotiation analysis had become the. Keywords: Negotiation Analysis, Decision Analysis, Game Theory, Negotiation, Bargaining, .. Howard Raiffa () explains this analysis in the context. Negotiation Analysis: The Science and Art of Collaborative Decision Making By Howard Raiffa with John Richardson and David Metcalf pp. Cambridge.
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Home Contact Us Help Free delivery worldwide. Negotiiation does so by incorporating three additional supporting strands of inquiry: 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.
Negotiation Analysis : Howard Raiffa :
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Table of contents Preface Part I. Decision Perspectives On four approaches to decision making 2. Decision Analysis On how individuals should and could decide 3.
Behavioral Decision Theory On the psychology of decisions; on how real people do decide 4. Game Theory On how rational beings should howrad separately in interactive situations 5.
Elmtree House On setting the stage for adversarial bargaining 7. The Basic Problem On the essence of noncooperative, win-lose negotiations 8.
Negotiation Analysis : The Science and Art of Collaborative Decision Making
Uncertainty On deciding to settle out of court and other problems of choice under uncertainty 9. Time On entrapments and downward escalation; on real and virtual strikes Template Design On brainstorming alone and together; on deciding what must be decided Template Evaluation On deciding what you need and want Template Analysis I On finding a joint compromise for a special simple case Template Analysis II On finding a joint compromise for the general case Behavioral Realities On learning how people do negotiate in the laboratory and the real world Mostly Facilitation and Mediation On helping with people problems Conventional and Nonconventional On how a neutral joint analyst might help On principles for deciding joint outcomes Group Decisions On organizing and managing groups Consensus On how to achieve a shared agreement for all Coalitions On the dynamics of splitting and joining subgroups Voting On anomalies of collective action based on voting schemes Pluralistic Parties On dealing with parties fractured by internal conflict Multiparty Interventions On the role of external helpers in multiparty negotiations Review quote “Negotiation Analysis makes a significant contribution to an important field This is a classic text, synthesizing two approaches to negotiation: The book aims to equip negotiators with the skills ‘to do a better job.
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