The Art and Science of Negotiation
Whether you are selling a house, closing a business deal, settling a divorce, arbitrating a labor dispute, or trying to hammer out an 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.
What people are saying - Write a review
Review: The Art and Science of NegotiationUser Review - Steven - Goodreads
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. I'd read his book as part of my ... Read full review
Two Parties One Issue
Analytical Models and Empirical Results
Settling Out of Court
The Role of Time
Acquisitions and Mergers
Arbitration of Disputes
Many Parties Many Issues
The Law of the Sea
Willingness to Pay for a Public Good
Environmental Conflict Resolution
The Mariner Space Probes
Advice for Negotiators
Two Parties Many Issues
Tradeoffs and Concessions
The Panama Canal Negotiations
Risk Sharing and Insecure Contracts
The Camp David Negotiations
Mediation of Conflicts