This 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 should 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 labour and management, environmentalists and developers, and nations.
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Descrizione libro Belknap Press, 2003. Hardcover. Condizione libro: New. Codice libro della libreria DADAX0674008901
Descrizione libro Belknap Press, 2003. Condizione libro: New. Brand New, Unread Copy in Perfect Condition. A+ Customer Service!. Codice libro della libreria ABE_book_new_0674008901
Descrizione libro Belknap Press, 2003. Hardcover. Condizione libro: New. book. Codice libro della libreria 0674008901
Descrizione libro Belknap Press, 2003. Hardcover. Condizione libro: New. Codice libro della libreria P110674008901