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E-raamat: Negotiation Analysis: The Science and Art of Collaborative Decision Making

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  • Formaat: EPUB+DRM
  • Ilmumisaeg: 31-Mar-2007
  • Kirjastus: The Belknap Press
  • Keel: eng
  • ISBN-13: 9780674255692
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Negotiation Analysis: The Science and Art of Collaborative Decision MakingSuurem pilt
  • Formaat: EPUB+DRM
  • Ilmumisaeg: 31-Mar-2007
  • Kirjastus: The Belknap Press
  • Keel: eng
  • ISBN-13: 9780674255692
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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.

Arvustused

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 * 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 * 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. -- Max Bazerman, author of Judgment in Managerial Decision Making

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Nominated for Best Book Award in Conflict Processes 2004.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. -- Max Bazerman, author of Judgment in Managerial Decision Making
Preface xi
Part I. Fundamentals
1(96)
Decision Perspectives
3(11)
On four approaches to decision making
Decision Analysis
14(19)
On how individuals should and could decide
Behavioral Decision Theory
33(20)
On the psychology of decisions; on how real people do decide
Game Theory
53(28)
On how rational beings should decide separately in interactive situations
Negotiation Analysis
81(16)
On how you should and could collaborate with others
Part II. Two-Party Distributive (Win-Lose) Negotiations
97(94)
Elmtree House
99(10)
On setting the stage for adversarial bargaining
Distributive Negotiations: The Basic Problem
109(20)
On the essence of noncooperative, win-lose negotiations
Introducing Complexities: Uncertainty
129(20)
On deciding to settle out of court and other problems of choice under uncertainty
Introducing Complexities: Time
149(16)
On entrapments and downward escalation; on real and virtual strikes
Auctions and Bids
165(26)
On comparing different auction and competitive bidding procedures
Part III. Two-Party Integrative (Win-Win) Negotiations
191(116)
Template Design
195(18)
On brainstorming alone and together; on deciding what must be decided
Template Evaluation
213(13)
On deciding what you need and want
Template Analysis (I)
226(23)
On finding a joint compromise for a special simple case
Template Analysis (II)
249(20)
On finding a joint compromise for the general case
Behavioral Realities
269(19)
On learning how people do negotiate in the laboratory and the real world
Noncooperative Others
288(19)
On how to tackle noncooperative adversaries
Part IV. External Help
307(78)
Mostly Facilitation and Mediation
311(17)
On helping with people problems
Arbitration: Conventional and Nonconventional
328(20)
On how a neutral joint analyst might help
What Is Fair?
348(17)
On principles for deciding joint outcomes
Parallel Negotiations
365(20)
On negotiating without Negotiating
Part V. Many Parties
385(138)
Group Decisions
389(18)
On organizing and managing groups
Consensus
407(23)
On how to achieve a shared agreement for all
Coalitions
430(20)
On the dynamics of splitting and joining subgroups
Voting
450(15)
On anomalies of collective action based on voting schemes
Pluralistic Parties
465(19)
On dealing with parties fractured by internal conflict
Multiparty Interventions
484(23)
On the role of external helpers in multiparty negotiations
Social Dilemmas
507(16)
On the conflict between self-interest and group interest
References 523(8)
Note On Sources 531(4)
Index 535


Howard Raiffa was Frank P. Ramsey Professor of Managerial Economics, Emeritus, at Harvard Business School and Harvards Kennedy School of Government. John Richardson is a Lecturer and Associate at the Program on Negotiation, Harvard Law School. David Metcalfe is an Analyst at Forrester Research, London, England.
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