TY  - BOOK
AU  - Raiffa,Howard
TI  - The art and science of negotiation
SN  - 0674048121
AV  - BF637.N4 R34 1982
U1  - 158.5 19
PY  - 1982///
CY  - Cambridge, Mass.
PB  - Belknap Press of Harvard University Press
KW  - Negotiation
KW  - Diplomatic negotiations in international disputes
KW  - Psicologia Aplicada
KW  - larpcal
KW  - Négociations
KW  - Négociations diplomatiques dans les conflits internationaux
KW  - Onderhandelen
KW  - gtt
KW  - Negotiation - Manuals
N1  - Includes index; Bibliography: p. 361-368; 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
UR  - http://www.archive.org/details/artscienceofnego00raifrich
UR  - http://www.openlibrary.org/books/OL3486597M
ER  -