Howard Raiffa, an economics professor whose mathematical . Professor Zeckhauser, who said that negotiation analysis had become the. Keywords: Negotiation Analysis, Decision Analysis, Game Theory, Negotiation, Bargaining, .. Howard Raiffa () explains this analysis in the context. Negotiation Analysis: The Science and Art of Collaborative Decision Making By Howard Raiffa with John Richardson and David Metcalf pp. Cambridge.
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It does so by incorporating three additional supporting strands of inquiry: 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 negotiatiob can help all negotiators by providing joint, neutral analysis of their problem. Although analytical in its approach–building from simple hypothetical examples–the book negofiation 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.
Harvard professor emeritus Raiffa and his co-authors have everything covered in negotiaion exhaustive work, which examines the dynamics of win-lose, win-win and multi-party negotiations boward 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 znalysis mediation and arbitration It’s certainly thorough, with its plethora of decision-making scenarios And Raiffa is hkward 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 book aims to equip negotiators with the skills ‘to do a better job. 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.
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The Art and Science of Negotiation. The Art of Negotiation: How to Improvise Agreement in a Chaotic World. Review Harvard professor emeritus Raiffa and his co-authors have everything covered in this exhaustive work, which examines the dynamics of win-lose, win-win analyssi multi-party negotiations and throws novel approaches like negotiatiln theory into the mix.
Belknap Press; 1 edition March 31, Language: I’d like to read this book on Kindle Don’t have a Kindle? Share your thoughts with other customers. Write a customer review. Showing of 6 reviews. Top Reviews Most recent Top Reviews.
There was a problem filtering reviews right now. Please try again later. This is a rich and complete book that touches all aspects of negotiation. The subtitle “The science and art of collaborative decision making” is might be even a better descriptor of the contents. The book has a certain scholar touch and is with pages really comprehensive and more to be used as a reference than to be read in one sitting.
For those that are more interested in a shorter book, “Co-opetition” might be a faster to read alternative that is quite in line with this book. Professor Raiffa shows that negotiations and how to approach them depend mainly in how the structure of the negatiation is eg. He proposes a very structured way to approach negotiations, being good prepared and looking for alternatives to an agreement before to have the freedom to forfeit the negotiation.
The Negotiator Magazine – Book review of Negotiation Analysis by Howard Raiffa
Once meeting being creative working together with the other party helps to find those spots that are valued differently by the parties and offer possibility of common gains. The author compares analysiz diverse solutions and how the merit of each of them varies depending the criteria used, and what fairness in begotiation case might be. The book is rxiffa in major themes that are gone through in detail, any of those can be read in an almost independent manner, without following the order in the book.
Fundamentals describes the basics of the books and what is the approach followed to structure negotiations. The Game Theory chapter is in itself an excellent summary on the theme and a nice introduction for those that never have been exposed earlier to negotkation subject.
The type of negotiation we all think about as example is explained with plenty of details and examples, including a chapter on the particular case which are auctions. This is the second type of negotiation we think of. There are several exmaples of different problem types one can find, some as the repartition of goods has many practical applications for the majority of people in rela life situations and gives very practical insights.
Describes what professional help can do for you in a negotiation, and what you ahould take into account before asking for help. Shows the complexity of negotiations of any type when a major number and how in that occasion agreements can be drafted. In all chapters there are plenty of examples and information how people react in laboratory situations coming from the which gives the best approximation of real situations hkward.
Each howaard is closed with a summary of the core raiffq which helps when one wants to review the book. With the comprehensiveness of the book few things are missing or could have been mentioned additionally. The book has plenty of examples but I missed some exercises for the reader to prepare for the diverse points in each chapter. Two small misses that could be easily arranged are how to use rwiffa trees to help finding alternatives and to mention some of the nice software packages anlaysis help to simulate random variables that affect decisions, eg Crystallball.
Purchased this as it was required gaiffa my Negotiation class. The book is very well-written and provides great insights, but keep in mind that it’s not an easy read. After all, it was a required textbook for a graduate class. This is a serious book for serious practitioners and students of negotiations.
I fully agree with the other reviewers that this is a great book with two provisos: While very well written, it is not light reading, and 2 It is focused on analysis. For treatment of the “soft” aspects of negotiations, you will need to read other books.
Dixit and Barry J. I negootiation borrowed this book and kept borrowing it every week till end of my Negoriation semesters Alas with lot of fines. This book is very informative and provides in-depth details and examples of various negotiation scenarios. If you are looking for some serious negotiation read don’t look further. This is a wonderful book for serious practitioners and students of negotiation.
It covers the negotiation waterfront so completely that this reader — who is also a writer and negotiation prof — is left wondering what more can be said on the subject. Unlike most pop negotiation books, this tome drills deep into qualitative and quantitative approaches to structuring and analyzing simple and complex negotiation situations.
The quality of the writing is superb. The author’s insights are profound, informed by years of experience rwiffa the field. The quantitative discussion can be a bit intimidating, especially to math-challenged readers. But even without the quantitiave material, it’s well worth the negotiatuon of admission. This book has a real wow factor. I was amazed at how much ground it covers – game theory, pscyhology, decision analysis, negotiation stuff.
There’s a great balance of technical help with easy-to-read conversations between hypothetical negotiators making the tricky concepts easier to understand. You probably won’t want to read it from cover-to-cover but every chapter has really useful insights on how to negotiate better with positive or negative counterparts.
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