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Art and science of negotiation (Record no. 82311)

MARC details
000 -LEADER
fixed length control field	02994nam a2200157Ia 4500
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number	978-067404813X
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name	Raiffa, Howard
245 ## - TITLE STATEMENT
Title	Art and science of negotiation
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Date of publication, distribution, etc.	1982
Name of publisher, distributor, etc.	Harvard University Press
Place of publication, distribution, etc.	London
300 ## - PHYSICAL DESCRIPTION
Extent	x,373 p.
Other physical details	23 cm ; Pbk
500 ## - GENERAL NOTE
General note	$14.95
505 ## - FORMATTED CONTENTS NOTE
Formatted contents note	pt. I. Overview. Some organizing questions --<br/>Research perspectives --<br/>pt. II. Two parties, one issue. Elmtree House --<br/>Analytical models and empirical results --<br/>Settling out of court --<br/>The role of time --<br/>Acquisitions and mergers --<br/>Third-party intervention --<br/>Advice for negotiators --<br/>pt. III. Two parties, many issues. AMPO versus City --<br/>Tradeoffs and concessions --<br/>The Panama Canal negotiations --<br/>Risk sharing and insecure contracts --<br/>Camp David negotiations --<br/>Mediation of conflicts --<br/>Arbitration of disputes --<br/>pt. IV. Many parties, many issues. Coalition analysis --<br/>The law of the sea --<br/>Fair division --<br/>Willingness to pay for a public good --<br/>Environmental conflict resolution --<br/>The mariner space probes --<br/>Voting --<br/>pt. V. General concerns. Getting people to communicate --<br/>Ethical and moral issues --<br/>Epilogue.
520 ## - SUMMARY, ETC.
Summary, etc.	Whether you are selling a house, closing a business deal, settling a divorce, arbitrating a labor dispute, or trying to hammer out an international treaty, Howard Raiffa's new book will measurably improve your negotiating skills.<br/><br/>Although it is a sophisticated self-help book--directed to the lawyer, labor arbitrator, business executive, college dean, diplomat--it is not cynical or Machiavellian: Raiffa emphasizes problems and situations where, with the kinds of skills he aims to develop, disputants can achieve results that are beneficial to all parties concerned. Indeed, he argues that the popular "zero-sum" way of thinking, according to which one side must lose if the other wins, often makes both sides worse off than they would be when bargaining for joint mutual gains.<br/><br/>Using a vast array of specific cases and clear, helpful diagrams, Raiffa not only elucidates the step-by-step processes of negotiation but also translates this deeper understanding into practical guidelines for negotiators and "intervenors." He examines the mechanics of negotiation in imaginative fashion, drawing on his extensive background in game theory and decision analysis, on his quarter-century of teaching nonspecialists in schools of business and public policy, on his personal experiences as director of an international institute dealing with East/West problems, and on the results of simulated negotiation exercises with hundreds of participants.<br/><br/>There are popular books on the art of winning and scholarly books on the science of negotiation, but this is the first book to bridge the two currents. Shrewd, accessible, and engagingly written, it shows how a little analysis sprinkled with a touch of art can work to the advantage of any negotiator.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element	Social Science
--	Diplomatic negotiations in international disputes
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Koha item type	Books

Holdings
Withdrawn status	Lost status	Damaged status	Not for loan	Collection code	Home library	Current library	Date acquired	Total Checkouts	Total Renewals	Full call number	Barcode	Date last seen	Date last checked out	Price effective from	Koha item type
				GSB Collection			25/03/2010	2	1	302.3 RAI	21711	12/04/2011	03/04/2011	21/06/2019	Books