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The art and science of negotiation / [electronic resource] Howard Raiffa.

By: Raiffa, Howard, 1924-.
Material type: TextTextPublisher: Cambridge, Mass. : Belknap Press of Harvard University Press, 1982Description: x, 373 p. : ill. ; 25 cm.ISBN: 067404813X (pbk.); 9780674048133 (pbk.); 0674048121; 9780674048126.Subject(s): Negotiation | Diplomatic negotiations in international disputes | Negotiation - Manuals | Psicologia Aplicada | Négociations | Négociations diplomatiques dans les conflits internationaux | OnderhandelenDDC classification: 158.5 | 302.3 Other classification: 77.63 Online resources: Free eBook from the Internet Archive Also issued online.
Contents:
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.
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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.

Also issued online.

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The art and science of negotiation / by Raiffa, Howard, ©1982
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