The art and science of negotiation / [electronic resource] Howard Raiffa.
Material type:
- 067404813X (pbk.)
- 9780674048133 (pbk.)
- 0674048121
- 9780674048126
- 158.5 19
- 302.3 19
- BF637.N4 R34 1982
- 77.63
- Also issued online.
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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