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Bestandsnummer des Verk�ufers SS01937

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Bibliografische Details

Titel

Negotiation Analysis: The Science and Art of Collaborative Decision Making

Verlag

Belknap Press

Erscheinungsjahr

2003

Sprache

Englisch

ISBN-10

0674008901

ISBN-13

9780674008908

Einband

hardcover

Zustand

As New

Gewicht

41�Unzen

Verk�uferkataloge

Social Science

�ber diesen Titel

Inhaltsangabe

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.

�ber die Autorin bzw. den Autor

Howard Raiffa is Frank P. Ramsey Professor of Managerial Economics Emeritus, Harvard Business School and 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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