— Download the Negotiation Analysis Supplement
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:
- Individual decision analysis
- Judgmental decision making
- Game theory
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
- Decision Perspectives
On four approaches to decision making - Decision Analysis
On how individuals should and could decide - Behavioral Decision Theory
On the psychology of decisions; on how real people do decide - Game Theory
On how rational beings should decide separately in interactive situations - Negotiation Analysis
On how you should and could collaborate with others
Part II. Two-Party Distributive (Win-Lose) Negotiations
On setting the stage for adversarial bargaining
On the essence of noncooperative, win-lose negotiations
On deciding to settle out of court and other problems of choice under uncertainty
On entrapments and downward escalation; on real and virtual strikes
On comparing different auction and competitive bidding procedures
Part III. Two-Party Integrative (Win-Win) Negotiations
On brainstorming alone and together; on deciding what must be decided
On deciding what you need and want
On finding a joint compromise for a special simple case
On finding a joint compromise for the general case
On learning how people do negotiate in the laboratory and the real world
On how to tackle noncooperative adversaries
Part IV. External Help
On helping with people problems
On how a neutral joint analyst might help
On principles for deciding joint outcomes
On negotiating without Negotiating
Part V. Many Parties
On organizing and managing groups
On how to achieve a shared agreement for all
On the dynamics of splitting and joining subgroups
On anomalies of collective action based on voting schemes
On dealing with parties fractured by internal conflict
On the role of external helpers in multiparty negotiations
On the conflict between self-interest and group interest
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.
