Negotiation Analysis: The Science and Art of Collaborative Decision Making

by Raiffa, John Richardson (Contributor), David Metcalfe (Contributor)

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, and game theory. Each strand is introduced and used in analyzing negotiations.

The book 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.

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.

Genres: Business, Economics

576 pages, Paperback

First published January 30, 2003

Reviews

[Nicko · Rating 3 out of 5]

This book has a real wow factor. I was amazed at how much ground it covers - game theory, pscyhology, decision analysis, negotiation stuff. There's a great balance of technical help with lucid conversations between hypothetical negotiators making the quantitative concepts easier to understand. Delves deep into qualitative and quantitative approaches to structuring and analyzing simple and complex negotiation situationsYou probably won't want to read it from cover-to-cover but every chapter has really useful insights on how to negotiate better with positive or negative counterparts.