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Art and Science of Negotiation Hardcover – Nov 1982

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Product details

  • Hardcover: 448 pages
  • Publisher: Harvard University Press (Nov. 1982)
  • Language: English
  • ISBN-10: 0674048121
  • ISBN-13: 978-0674048126
  • Product Dimensions: 23.9 x 15.7 x 3.6 cm
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (2 customer reviews)
  • Amazon Bestsellers Rank: 1,071,225 in Books (See Top 100 in Books)

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Product Description


The book provides a thought-provoking and useful introduction to the complexities of negotiation and mediation...[and] fills an important niche in the literature. I expect numerous opportunities to recommend it to those seeking advice.--Alvin E. Roth "Journal of Economic Literature "

About the Author

Howard Raiffa is Frank P. Ramsey Professor of Managerial Economics (Emeritus), Harvard Business School and Harvard's Kennedy School of Government. --This text refers to the Paperback edition.

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24 of 33 people found the following review helpful By A Customer on 23 Oct. 1999
Format: Paperback
The Art and Science of Negotiation established "negotiation analysis" as a new field of inquiry. Raiffa blends decision theory, game theory and hints of psychology to concoct a powerful perspective to understand negotiation and to offer better prescriptive advice for decision making in negotiations. This is a seminal contribution and is not to be missed.
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By Loreta on 5 Mar. 2015
Format: Hardcover Verified Purchase
Amazing book!
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Most Helpful Customer Reviews on (beta) 10 reviews
38 of 39 people found the following review helpful
A good college text on negotiation 8 May 2003
By Leo P. Reilly - Published on
Format: Paperback
Howard Raiffa is a professor at Harvard Business School who has a background in game theory and competitive decision making skills. He is also affiliated with the Harvard Program on Negotiation [website]. I was first exposed to this text in a Harvard symposium on collaborative negotiation that I attended 10 years ago. Raiffa's book is a popular text for academics who are interested in negotiation skills.
In this book, Raiffa likes to distinguish between the "art" of negotiation and the "science" of negotiation. By "art of negotiation" Raiffa means dealing with the human element. By "science" Raiffa means those aspects of the negotiation process that are capable of being analyised in a fairly structured manner.
Raiffa devotes most of this book on the "science" of the subject and uses his background as a game theorist specializing in competitive decision making as the basis for a rather analytical approach to the subject. It helps, but is not necessary, if you have a background in mathematics. If you are not math literate, skip the math and focus on the conclusions and you will do fine. Like most game theorists, Raiffa is mainly interested in determining which outcomes to negotiation are optimal for both parties. Much of his analysis is based on the premise that both parties will act in an ultimately rational manner and make decisions that will be optimal for themselves. (Note to game theorists- most of Raiffa's analysis tends to focus on the various "equilibrium points" that parties have when they negotiate.)
Of course, reality is somewhat different. Real life does not lend itself easily to mathematical models. People usually act irrationally when they negotiate and it is difficult, if not impossible, to quantify human emotions with a formula.
Nevertheless, this book is useful for people who want an analytical approach--as opposed to strategic and tactical approach-- to the subject of negotiation. The subtitle of the text ("How to resolve conflicts and get the best out of bargaining") is a little misleading. There is not much "how to" covered in this text. Rather the emphasis is on theory and analysis.
34 of 37 people found the following review helpful
A must read for serious students or practitioners 25 Sept. 1999
By A Customer - Published on
Format: Paperback
Howard Raiffa is one of the few authors of negotiation related books who combines expertise in both theory and practice of negotiations. While a bit heavy-reading for the beginner, any serious student or practitioner in the art of negotiation will find this book both thought provoking and extremely useful. I highly recommend it (I give the book as a gift to many colleagues).
22 of 23 people found the following review helpful
The classic of negotiation theory 1 Jan. 1997
By A Customer - Published on
Format: Paperback
A must read for students of negotiation, including anyone
who is, or hopes to become, an executive. The basis of
many courses on negotiation and decision science. Raiffa
spent 30 years developing his views, and they are rock
solid. Treats the concepts of Pareto optimization and
allocation of joint gains. In one eye-opening passage, he
examines how an arbitrator might allocate $100 between a
rich man and a poor man. The range of alternatives is
mind boggling, and depressing, for it becomes clear that
here, alas,(as with atomic physics) there is no "truth."
40 of 49 people found the following review helpful
Highbrow Negotiation Techniques 8 May 2000
By Franco Arda - Published on
Format: Paperback
Although I admire Howard Raiffa's book Smart Choices, this book doesn't appeal me at all. I felt his approach to negotiation too theoretical and extremely difficult to apply to real life issues. As one of the other reviewers states correctly, the book is rather for students of negotiation. I do much more prefer Getting to Yes, which sets an easy framework for approaching negoatiation.
21 of 25 people found the following review helpful
Essential reading for the specialist 11 Jan. 1999
By A Customer - Published on
Format: Paperback
While this is not a good intro into the field of negotiation analysis, Raiffa's work is indispensible for the sophisticated specialist. It takes a rigorous quantitiative approach that goes deeper on the collaborative approach set out in "folksier" books like Getting to Yes. Some readers might not follow all the math, but the good news is that the chapters are very independant of each other. If you don't get anything out of one, you will out of the next.
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