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NEGOTIATION ANALYSIS: THE SCIENCE AND ART OF COLLABORATIVE DECISION MAKING

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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.

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10001573	658.4052 RAI n (1)	RLC MM (Rak Buku Umum)	Available
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Detail Information

Series Title

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Statement of Responsibility

Howard Raiffa

Call Number

658.4052 RAI n

Publisher

Cambridge : Belknap Press., 2002

Collation

xiv, 548p. : ill ; 26cm.

Language

English

ISBN/ISSN

978-0-674-02414-4

Classification

658.4052

Content Type

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Edition

Illustrated ed.

Subject(s)

Decision Making
Game Theory
Negotiation
Business Negotiating

Specific Detail Info

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