Winner of the 1985 Leo Melamed Prize of the Journal of Business for the most significant published work by a faculty member in a school of business in the preceding two years.
Whether you are selling a house, closing a business deal, settling a divorce, arbitrating a land dispute, or trying to hammer out an international treat, The Art and Science of Negotiation will measurably improve your negotiating skills. This is a sophisticated book directed to lawyers, labor arbitrators, business executives, college deans, diplomats, and many other professionals. Using a vast array of specific cases and clear, helpful diagrams, Raiffa not only elucidates step-by-step processes of negotiation but also translates this deeper understanding into practical guidelines.
"A timely, practical, and appropriate guide to cooperation and competition." – Harry Levinson, The Levinson Institute
"A quantum leap forward in the state of the art…[Raiffa] employs a classroom wizard's mastery over the hypothetical question to analyze in lively case studies and problems the essential characteristics of various forms of interactive competitive bargaining." – American Bar Association Journal
"Raiffa deftly weaves together case-style vignettes of negotiation situations with a few analytical threads drawn from the theory of games, decision making under uncertainty, and fair division. Written with clarity and verve while avoiding technicalities, it strikes a nice balance between analysis and anecdote." – Journal of Policy Analysis and Management
"Tightly written, eminently readable, and containing many usable examples, it is bound to be a valuable resource book for years to come." – Journal of the American Planning Association
ABOUT THE AUTHOR:
Howard Raiffa is Frank Plumpton Ramsay Professor of Managerial economics and a member of the Faculty of Government, Harvard University.
Art & Science of Negotiation (The) Attributes
|Publisher:||Cambridge, MA: Harvard University Press, 1982|