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Negotiation analysis : the science and art of collaborative decision making / Howard Raiffa with John Richardson, David Metcalfe.

By: Contributor(s): Material type: TextTextPublisher: Cambridge, MA : Belknap Press of Harvard University Press, 2002Description: xiv, 548 pages : illustrations ; 26 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 0674008901
  • 9780674008908
Subject(s): Additional physical formats: Online version:: Negotiation analysis.; Online version:: Negotiation analysis.DDC classification:
  • 658.4052 22
LOC classification:
  • HD58.6 .R342 2002
Contents:
Decision perspectives -- Decision analysis -- Behavioral decision theory -- Game theory -- Negotiation analysis -- Elmtree House -- Distributive negotiations: the basic problem -- Introducing complexities: uncertainty -- Introducing complexities: time -- Auctions and bids -- Template design -- Template evaluation -- Template analysis (I) -- Template analysis (II) -- Behavioral realities-- Noncooperative others -- Mostly facilitation and mediation -- Arbitration: conventional and nonconventional -- What is fair? -- Parallel negotiations -- Group decisions -- Consensus -- Coalitions -- Voting -- Pluralistic parties -- Multiparty interventions -- Social dilemmas.
Review: "This book synthesizes four approaches to decision making, broadly conceived: individual decision analysis, judgmental decision making, game theory, and negotiation analysis." "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 the 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."--Jacket.
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Holdings
Item type Current library Call number Copy number Status Date due Barcode
Book City Campus City Campus Main Collection 658.4052 RAI (Browse shelf(Opens below)) 1 Available A428588B

Includes bibliographical references and index.

Decision perspectives -- Decision analysis -- Behavioral decision theory -- Game theory -- Negotiation analysis -- Elmtree House -- Distributive negotiations: the basic problem -- Introducing complexities: uncertainty -- Introducing complexities: time -- Auctions and bids -- Template design -- Template evaluation -- Template analysis (I) -- Template analysis (II) -- Behavioral realities-- Noncooperative others -- Mostly facilitation and mediation -- Arbitration: conventional and nonconventional -- What is fair? -- Parallel negotiations -- Group decisions -- Consensus -- Coalitions -- Voting -- Pluralistic parties -- Multiparty interventions -- Social dilemmas.

"This book synthesizes four approaches to decision making, broadly conceived: individual decision analysis, judgmental decision making, game theory, and negotiation analysis." "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 the 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."--Jacket.

Machine converted from AACR2 source record.

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