Catalogue


Negotiation analysis : the science and art of collaborative decision making /
Howard Raiffa with John Richardson, David Metcalfe.
imprint
Cambridge, MA : Belknap Press of Harvard University Press, 2002.
description
xiv, 548 p. : ill. ; 26 cm.
ISBN
0674008901 (alk. paper)
format(s)
Book
Holdings
More Details
imprint
Cambridge, MA : Belknap Press of Harvard University Press, 2002.
isbn
0674008901 (alk. paper)
contents note
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.
catalogue key
5018526
 
Includes bibliographical references (p. [523]-530) and index.
A Look Inside
About the Author
Author Affiliation
Howard Raiffa is Frank P. Ramsey Professor of Managerial Economics (Emeritus), Harvard Business School and Harvard's Kennedy School of Government.
Full Text Reviews
Appeared in Publishers Weekly on 2003-01-15:
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. Though its stated goal is to "suggest how people-perhaps you-might negotiate better," that's a bit of wishful thinking; the book, more a mathematics text than a popular guide, isn't designed for a broad-based audience. But it's certainly thorough, with its plethora of decision-making scenarios (e.g., surgery or radiation? invest in a business, or not?) to bring advanced theories to life. And Raiffa (The Art and Science of Negotiation) is one of the deans of the field. 78 line illustrations, 84 tables. (Jan.) (c) Copyright PWxyz, LLC. All rights reserved
Reviews
Review Quotes
Howard Raiffa created the field of negotiation analysis, and this book is a great development of his ideas. It pushes negotiation analysis to a higher level and should be required reading for all serious students and practitioners of negotiation and alternative dispute resolution. The book is brilliant. It will help to make the world a better place.
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.
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.
This item was reviewed in:
Publishers Weekly, January 2003
Reference & Research Book News, May 2003
To find out how to look for other reviews, please see our guides to finding book reviews in the Sciences or Social Sciences and Humanities.
Summaries
Bowker Data Service Summary
This text substantially extends Howard Raiffa's earlier work 'The Art and Science of Negotiation'. It incorporates three strands of inquiry: individual decision analysis, judgemental decision making and game theory.
Main Description
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.
Table of Contents
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.

This information is provided by a service that aggregates data from review sources and other sources that are often consulted by libraries, and readers. The University does not edit this information and merely includes it as a convenience for users. It does not warrant that reviews are accurate. As with any review users should approach reviews critically and where deemed necessary should consult multiple review sources. Any concerns or questions about particular reviews should be directed to the reviewer and/or publisher.

  link to old catalogue

Report a problem