Negotiation Analysis

The Science and Art of Collaborative Decision Making

By: Howard Raiffa, John Richardson (Contribution by), David Metcalfe (Contribution by)

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Paperback | 13 March 2007 | Edition Number 1

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576 Pages

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25.5 x 17.0 x 2.4

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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.

Industry Reviews

Harvard professor emeritus Raiffa and his co-authors have everything covered in this exhaustive work, which examines the dynamics of win-lose, win-win and multi-party negotiations and throws novel approaches like game theory into the mix. Especially timely is the analysis of "external help," in which the authors evaluate the growing trend of mediation and arbitration...It's certainly thorough, with its plethora of decision-making scenarios...to bring advanced theories to life. And Raiffa is one of the deans of the field. Publishers Weekly 20030115 Negotiation Analysis makes a significant contribution to an important field...This is a classic text, synthesizing two approaches to negotiation: the 'art' handles human factors and the 'science' structured models. The book aims to equip negotiators with the skills 'to do a better job.' It is a massive work--550 pages--created by perhaps the most powerful intellect in the field. -- Douglas Hague Times Higher Education Supplement 20040430

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Preface
Fundamentals
Decision Perspectives On four approaches to decision making
Decision Analysis On how individuals should and could decide
Behavioral Decision Theory On the psychology of decisions; on how real people do decide
Game Theory On how rational beings should decide separately in interactive situations
Negotiation Analysis On how you should and could collaborate with others
Two-Party Distributive (Win-Lose) Negotiations
Elmtree House On setting the stage for adversarial bargaining
Distributive Negotiations: The Basic Problem On the essence of noncooperative, win-lose negotiations
Introducing Complexities: Uncertainty On deciding to settle out of court and other problems of choice under uncertainty
Introducing Complexities: Time On entrapments and downward escalation; on real and virtual strikes
Auctions and Bids On comparing different auction and competitive bidding procedures
Two-Party Integrative (Win-Win) Negotiations
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
Noncooperative Others On how to tackle noncooperative adversaries
External Help
Mostly Facilitation and Mediation On helping with people problems
Arbitration: Conventional and Nonconventional On how a neutral joint analyst might help
What Is Fair? On principles for deciding joint outcomes
Parallel Negotiations On negotiating without Negotiating
Many Parties
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
Social Dilemmas On the conflict between self-interest and group interest
References
Note on Sources
Index
Table of Contents provided by Publisher. All Rights Reserved.

Negotiation Analysis

The Science and Art of Collaborative Decision Making

At a Glance

Paperback

Industry Reviews

Shipping

How to return your order

Defective items

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