This book substantially extends Howard Raiffa's earlier classic, "The Art and Science of Negotiation". It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations. The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step by step from that ideal. It also shows how a neutral outsider (intervenor) can help all negotiators by providing joint, neutral analysis of their problem. Although analytical in its approach - building from simple hypothetical examples - the book can be understood by those with only a high school background in mathematics. It therefore should have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labour and management, environmentalists and developers, and nations.
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"Negotiation Analysis makes a significant contribution to an important field...This is a classic text, synthesizing two approaches to negotiation: the 'art' handles human factors and the 'science' structured models. The book aims to equip negotiators with the skills 'to do a better job.' It is a massive work...created by perhaps the most powerful intellect in the field." - Douglas Hague, Times Higher Education Supplement"
About the Author
Howard Raiffa is Frank P. Ramsey Professor of Managerial Economics Emeritus, Harvard Business School and Kennedy School of Government. John Richardson is a Lecturer and Associate at the Program on Negotiation, Harvard Law School. David Metcalfe is an Analyst at Forrester Research, London, England.
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8 of 8 people found the following review helpful
Format:Hardcover
This is a very readable book - which is surprising given the depth of the analysis into how people can negotiate better. Major concepts from decision analysis, game theory and psychology are explained with great clarity and linked into a framework to help you get more out of a negotiation. The authors kept me engaged by peppering the text with interesting anecdotes from real life - like the Babylonian wife auction or the Monty Hall game show - to demonstrate that the theory can really help you in practice.
I would recommend this book to anybody who wants a readable overview of how to negotiate better -- above and beyond the skills-based books like Getting To Yes. Howard Raiffa is an acknowledged master of negotiation studies so you can't go wrong!
By Chummyquid
Format:Paperback
Raiffa is no doubt an authority on the subject. Now he has demonstrated the link with Decision Making (and probability) in a way that provides a broader and more conceptual platform for understanding negotiation. This is novel; never has the art of negotiation been so deeply shown to be scientific.
A good book for a postgraduate and business school negotiaton courses, and for practical guidance for practitioners.
A good book for a postgraduate and business school negotiaton courses, and for practical guidance for practitioners.
Format:Paperback
This book manages to analyse two ways, threeways and multiple partner negotiations on single and multiple subjects from a very realistic standpoint.
It puts asside the collaborative point of view given by other books (For example Fisher and Ury's Getting to Yes)and focuses on maximizing your payoff (short and longtermwise), which might imply a certain collaboration and shortterm loss or it might not.
It also identifies the key points and key strategies to maximize payoff, such as optimal tradeoff strategies and how to get to them and how to try to reach the optimal frontier.
In conclusion it's one of the most realistic negotiation strategy books I've ever read.
It puts asside the collaborative point of view given by other books (For example Fisher and Ury's Getting to Yes)and focuses on maximizing your payoff (short and longtermwise), which might imply a certain collaboration and shortterm loss or it might not.
It also identifies the key points and key strategies to maximize payoff, such as optimal tradeoff strategies and how to get to them and how to try to reach the optimal frontier.
In conclusion it's one of the most realistic negotiation strategy books I've ever read.
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