TY  - BOOK
AU  - Raiffa,Howard
AU  - Richardson,John
AU  - Metcalfe,David
TI  - Negotiation analysis: the science and art of collaborative decision making 
SN  - 0674008901
AV  - HD58.6 .R342 2002
U1  - 658.4052 22
PY  - 2002///
CY  - Cambridge, MA
PB  - Belknap Press of Harvard University Press
KW  - Negotiation in business
KW  - Negotiation
KW  - Decision making
KW  - Game theory
N1  - 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
N2  - "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
ER  -