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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:

Each strand is introduced and used in analyzing negotiations.

Negotiation Analysis 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.

Broadly relevant and applicable to a wide range of disputes
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.

CONTENTS

Preface

Part I. Fundamentals

1. Decision Perspectives
   On four approaches to decision making
2. Decision Analysis
   On how individuals should and could decide
3. Behavioral Decision Theory
   On the psychology of decisions; on how real people do decide
4. Game Theory
   On how rational beings should decide separately in interactive situations
5. Negotiation Analysis
   On how you should and could collaborate with others

Part II. Two-Party Distributive (Win-Lose) Negotiations

Part III. Two-Party Integrative (Win-Win) Negotiations

Part IV. External Help

Part V. Many Parties

References
Note on Sources
Index
Howard Raiffa is Frank Plumpton Ramsey Professor of Managerial Economics Emeritus, Harvard Business School and Kennedy School of Government, and Director Emeritus of the Negotiation Roundtable. John Richardson is a Lecturer and Associate at the Program on Negotiation. David Metcalfe is an Analyst at Forrester Research, London, England.

Published by the Belknap Press of the Harvard University Press.