Description
Book SynopsisUsing 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."
Trade ReviewThe Art and Science of Negotiation is a quantum leap forward in the state of the art… [Raiffa] employs a classroom wizard’s mastery over the hypothetical question to analyze in lively case studies and problems the essential characteristics of various forms of interactive competitive bargaining. -- Eric D. Green * American Bar Association Journal *
[A] fascinating book… Its expositional style is also refreshing, achieving a perfect balance between academic respectability and general readability… Theory and practice are carefully intertwined throughout the book; the theory ranges from simple search models to complicated n-person zero-sum games; the practice ranges from simple hypothetical examples to complicated real-world many-country negotiations, several of which are enriched by Raiffa’s own personal involvement and experience. -- John D. Hey * Economica *
A vigorous, pragmatic treatise on resolving disputes in the realm of human affairs with all of the rigor [Raiffa] has always displayed… Tightly written, eminently readable, and containing many usable examples, it is bound to be a valuable resource book for years to come. -- Gerald Hodge * Journal of the American Planning Association *
The book provides a thought-provoking and useful introduction to the complexities of negotiation and mediation…[and] fills an important niche in the literature. I expect numerous opportunities to recommend it to those seeking advice. -- Alvin E. Roth * Journal of Economic Literature *
Raiffa deftly weaves together case-style vignettes of negotiating situations with a few analytical threads drawn from the theory of games, decision making under uncertainty, and fair division. Written with clarity and verve while avoiding technicalities, it strikes a nice balance between analysis and anecdote. * Journal of Policy Analysis and Management *
I think that nearly anyone who has experience in negotiation and management will he surprised and pleased by the amount of insight which Raiffa’s chapters will give him into the structure of problems with which he is familiar but which he understands less well than he thinks. -- McGeorge Bundy
Table of ContentsPrologue Part I: Overview 1. Some Organizing Questions 2. Research Perspectives Part II: Two Parties, One Issue 3. Elmtree House 4. Analytical Models and Empirical Results 5. Settling Out of Court 6. The Role of Time 7. Acquisitions and Mergers 8. Third-Party Intervention 9. Advice for Negotiators Part III: Two Parties, Many Issues 10. AMPO versus City 11. Tradeoffs and Concessions 12. The Panama Canal Negotiations 13. Risk Sharing and Insecure Contracts 14. The Camp David Negotiations 15. Mediation of Conflicts 16. Arbitration of Disputes Part IV: Many Parties, Many Issues 17. Coalition Analysis 18. The Law of the Sea 19. Fair Division 20. Willingness to Pay for a Public Good 21. Environmental Conflict Resolution 22. The Mariner Space Probes 23. Voting Part V: General Concerns 24. Getting People to Communicate 25. Ethical and Moral Issues Epilogue Bibliography Index
