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The Art and Science of Negotiation by Raiffa, Howard, 1924- is a book available to read on EtoBox.

What is The Art and Science of Negotiation about?

Bibliography: p. 361-368, Includes index, Pt. I. Overview. Some organizing questions -- Research perspectives -- pt. II. Two parties, one issue. Elmtree House -- Analytical models and empirical results -- Settling out of court -- The role of time -- Acquisitions and mergers -- Third-party intervention -- Advice for negotiators -- pt. III. Two parties, many issues. AMPO versus City -- Tradeoffs and concessions -- The Panama Canal negotiations -- Risk sharing and insecure contracts -- Camp David negotiations -- Mediation of conflicts -- Arbitration of disputes -- pt. IV. Many parties, many issues. Coalition analysis -- The law of the sea -- Fair division -- Willingness to pay for a public good -- Environmental conflict resolution -- The mariner space probes -- Voting -- pt. V. General concerns. Getting people to communicate -- Ethical and moral issues -- Epilogue

Author

Raiffa, Howard, 1924-

Publisher

Cambridge, Mass. : Belknap Press of Harvard University Press

Published

1982

Language

EN

ISBN

9780674048133

Subjects

Sociology, Psychology, Economics