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Negotiation Analysis : The Science And Art Of Collaborative Decision Making: General Management

Negotiation Analysis : The Science And Art Of Collaborative Decision Making: General Management

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About the Book

The book "Negotiation Analysis" syn-thesizes four approaches to decision making, broadly conceived: individual decision analysis, judgemental decision making, game theory, and negotiation analysis. The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. It then examines models that disengage step by step from that ideal. The book also shows how a neutral outsider (inventor) can help all negotiators by providing joint, neutral analysis of their problem.
The book with analytical approach-building from simple hypothetical examples, can be understood by those with only a high school background in mathematics. This book has 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 labour and management, environmentalists and developers, and nations.
The book pushes negotiation analysis to a higher level and should be required reading for all serious students and practitioners of negotiation and alternative disputes resolution.About the AuthorDAVID METCALFE is an Analyst at Forrester Research, London, England.|HOWARD RAIFFA is Frank P. Ramsey Professor of Managerial Economics [Emeritus], Harvard Business School and Harvard’s Kennedy School of Government. He is the author or coauthor of several classic books, including The Art and Science of Negotiation [Harvard].|JOHN RICHARDSON is a Lecturer and Associate at the Program on Negotiation, Harvard Law School.


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Product Details
  • ISBN-13: 9788120326804
  • Publisher: PHI Learning
  • Publisher Imprint: Phi Learning
  • Edition: 1
  • No of Pages: 568
  • Weight: 980 gr
  • ISBN-10: 8120326806
  • Publisher Date: 2004
  • Binding: Paperback
  • Language: English
  • Sub Title: General Management

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