Negotiation Analysis

The Science and Art of Collaborative Decision Making

Howard Raiffa

576 pages, parution le 13/03/2007

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Résumé

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.

Sommaire

Fundamentals
- Decision Perspectives
- Decision Analysis
- Behavioral Decision Theory
- Game Theory
- Negotiation Analysis
Two-Party Distributive (Win-Lose) Negotiations
- Elmtree House
- Distributive Negotiations: The Basic Problem
- Introducing Complexities: Uncertainty
- Introducing Complexities: Time
- Auctions and Bids
Two-Party Integrative (Win-Win) Negotiations
- Template Design
- Template Evaluation
- Template Analysis (I)
- Template Analysis (II)
- Behavioral Realities
- Noncooperative Others
External Help
- Mostly Facilitation and Mediation
- Arbitration: Conventional and Nonconventional
- What Is Fair?
- Parallel Negotiations
Many Parties
- Group Decisions
- Consensus
- Coalitions
- Voting
- Pluralistic Parties
- Multiparty Interventions
- Social Dilemmas

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Caractéristiques techniques

	PAPIER
Éditeur(s)	The Belknap Press of Harvard University Press
Auteur(s)	Howard Raiffa
Parution	13/03/2007
Nb. de pages	576
Format	17 x 25
Couverture	Broché
Poids	925g
Intérieur	Noir et Blanc
EAN13	9780674024144
ISBN13	978-0-674-02414-4