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ePub The Art and Science of Negotiation download

by Howard Raiffa

ePub The Art and Science of Negotiation download
Author:
Howard Raiffa
ISBN13:
978-0674048126
ISBN:
0674048121
Language:
Publisher:
Belknap Press; 4th Printing edition (October 15, 1982)
Category:
Subcategory:
International
ePub file:
1414 kb
Fb2 file:
1896 kb
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Rating:
4.1
Votes:
994

treaty, Howard Raiffa’s new book will measurably improve your negotiating skills. There are popular books on the art of winning and scholarly books on the science of negotiation, but this is the first book to bridge the two currents.

There are popular books on the art of winning and scholarly books on the science of negotiation, but this is the first book to bridge the two currents. Read the New York Times obituary for Howard Raiffa.

Bibliography: p. 361-368. Elmtree House - Analytical models and empirical results - Settling out of court - The role of time - Acquisitions and mergers - Third-party intervention - Advice for negotiators - pt. III. Two parties, many issues.

and science of negotiation. Bibliography: p. Includes index. This book will therefore blend discussion of the practical side of negotiating with simple mathematical analysis, both of which can. be of use. to disputants. 2. Diplomatic negotiations in. international disputes. brief look at the various types of disputes and at the.

I read this book in the spring of 1993, and was lucky enough to get a chance to meet Howard Raiffa while I was an undergrad at Harvard and he was on the HBS faculty.

Aug 03, 2011 Steven P. rated it really liked it. Shelves: ity-game-theory. I read this book in the spring of 1993, and was lucky enough to get a chance to meet Howard Raiffa while I was an undergrad at Harvard and he was on the HBS faculty. The book itself is well written, with nice examples, a little math, but nothing that the determined reader can't get through.

Howard Raiffa is a professor at Harvard Business School who has a background in game theory and competitive .

Howard Raiffa is a professor at Harvard Business School who has a background in game theory and competitive decision making skills. He is also affiliated with the Harvard Program on Negotiation. By "art of negotiation" Raiffa means dealing with the human element. By "science" Raiffa means those aspects of the negotiation process that are capable of being analyised in a fairly structured manner.

Howard Raiffa is one of the few authors of negotiation related books who combines expertise in both theory and practice of negotiations

Howard Raiffa is one of the few authors of negotiation related books who combines expertise in both theory and practice of negotiations. While a bit heavy-reading for the beginner, any serious student or practitioner in the art of negotiation will find this book both thought provoking and extremely useful. I highly recommend it (I give the book as a gift to many colleagues).

PDF Howard Raiffa has been a pioneer in all aspects of the decision sciences. Raiffa’s book, The Art and Science of Negotiation, published in 1982, for which he was awarded.

Raiffa’s book, The Art and Science of Negotiation, published in 1982, for which he was awarded. the Melamed Prize, essentially founded the discipline of negotiation analysis. Before that time, the. main knowledge about negotiations was qualitative. This book brilliantly communicates and. illustrates a simple message, namely that the analysis of negotiations can provide very useful. insights for negotiators.

The Art and Science of Negotiation takes a novel and bold approach to the negotiation problem from two perspectives

The Art and Science of Negotiation takes a novel and bold approach to the negotiation problem from two perspectives. Raiffa contends that in many situations, the negotiating parties often to fail to reach an agreement when in fact a compromise does exist, but the disputing parties have failed to adequately analyse the situation to their mutual advantage.

There are popular books on the art of winning and scholarly books on the science of negotiation, but this is the . Howard Raiffa was Frank P. Ramsey Professor of Managerial Economics, Emeritus, at Harvard Business School and Harvard's Kennedy School of Government. Format Paperback 384 pages.

Whether you are selling a house, closing a business deal, settling a divorce, arbitrating a labor dispute, or trying to hammer out no international treaty, Howard Raiffa's new book will measurably improve your negotiating skills.

Although it is a sophisticated self-help book--directed to the lawyer, labor arbitrator, business executive, college dean, diplomat--it is not cynical or Machiavellian: Raiffa emphasizes problems and situations where, with the kinds of skills he aims to develop, disputants can achieve results that are beneficial to all parties concerned. Indeed, he argues that the popular "zero-sum" way of thinking, according to which one side must lose if the other wins, often makes both sides worse off than they would be when bargaining for joint mutual gains.

Using 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." He examines the mechanics of negotiation in imaginative fashion, drawing on his extensive background in game theory and decision analysis, on his quarter-century of teaching nonspecialists in schools of business and public policy, on his personal experiences as director of an international institute dealing with East/West problems, and on the results of simulated negotiation exercises with hundreds of participants.

There are popular books on the art of winning and scholarly books on the science of negotiation, but this is the first book to bridge the two currents. Shrewd, accessible, and engagingly written, it shows how a little analysis sprinkled with a touch of art can work to the advantage of any negotiator.

  • This is a difficult read in the beginning. Raiffa's work is indispensable for the sophisticated specialist. It takes a rigorous quantitative approach that goes deeper on the collaborative approach set out in "folksier" books like Getting to Yes. Some readers might not follow all the math, but the good news is that the chapters are very independent of each other. If you don't get anything out of one, you will out of the next.

  • Give me a lot of tip on how to make decision

  • Great examples of game strategy used in negotiations!

  • thank you

  • This was recommended during a webinar by a college professor who also mediates environmental disputes.
    It is a great book.

  • Howard Raiffa is a professor at Harvard Business School who has a background in game theory and competitive decision making skills. He is also affiliated with the Harvard Program on Negotiation [website]. I was first exposed to this text in a Harvard symposium on collaborative negotiation that I attended 10 years ago. Raiffa's book is a popular text for academics who are interested in negotiation skills.
    In this book, Raiffa likes to distinguish between the "art" of negotiation and the "science" of negotiation. By "art of negotiation" Raiffa means dealing with the human element. By "science" Raiffa means those aspects of the negotiation process that are capable of being analyised in a fairly structured manner.
    Raiffa devotes most of this book on the "science" of the subject and uses his background as a game theorist specializing in competitive decision making as the basis for a rather analytical approach to the subject. It helps, but is not necessary, if you have a background in mathematics. If you are not math literate, skip the math and focus on the conclusions and you will do fine. Like most game theorists, Raiffa is mainly interested in determining which outcomes to negotiation are optimal for both parties. Much of his analysis is based on the premise that both parties will act in an ultimately rational manner and make decisions that will be optimal for themselves. (Note to game theorists- most of Raiffa's analysis tends to focus on the various "equilibrium points" that parties have when they negotiate.)
    Of course, reality is somewhat different. Real life does not lend itself easily to mathematical models. People usually act irrationally when they negotiate and it is difficult, if not impossible, to quantify human emotions with a formula.
    Nevertheless, this book is useful for people who want an analytical approach--as opposed to strategic and tactical approach-- to the subject of negotiation. The subtitle of the text ("How to resolve conflicts and get the best out of bargaining") is a little misleading. There is not much "how to" covered in this text. Rather the emphasis is on theory and analysis.

  • Although I admire Howard Raiffa's book Smart Choices, this book doesn't appeal me at all. I felt his approach to negotiation too theoretical and extremely difficult to apply to real life issues. As one of the other reviewers states correctly, the book is rather for students of negotiation. I do much more prefer Getting to Yes, which sets an easy framework for approaching negoatiation.

  • Negotiation as an art; then this book is the manual to learn the mastery of negotiation, I read other books that were very much targeted for the academic world, but this book is for anyone who wants to master the art of resolving obstacles and handle objections in negotiations.