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Negotiation Analysis: The Science and Art of Collaborative Decision Making

Автор: Howard Raiffa, John Richardson, David Metcalfe
Год: 2007
Издание: Belknap Press
Страниц: 576
ISBN: 9780674024144
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...
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