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Negotiation Analysis

Author: Howard Raiffa
Publisher: Harvard University Press
ISBN: 9780674008908
Size: 69.53 MB
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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.

Negotiation Analysis

Author: Howard Raiffa
Publisher: Belknap Press
ISBN: 9780674024144
Size: 21.37 MB
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This masterly 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 will 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 labor and management, environmentalists and developers, and nations.

Negotiation Analysis

Author: Howard Raiffa
Publisher:
ISBN:
Size: 61.77 MB
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Fundamentals. Two party distributive negotiation. Two party intergrative negotiation. External help. Many parties.

The Art And Science Of Negotiation

Author: Howard Raiffa
Publisher: Harvard University Press
ISBN: 9780674048133
Size: 78.58 MB
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A study of the mechanics, practice, and application of negotiation explains the processes of negotiation and offers practical instruction in developing and improving negotiation skills

Smart Choices

Author: John S. Hammond
Publisher: Harvard Business Review Press
ISBN: 1633691055
Size: 12.62 MB
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Where should I live? Is it time to get a new job? Which job candidate should I hire? What business strategy should I pursue? We spend the majority of our lives making decisions, both big and small. Yet, even though our success is largely determined by the choices that we make, very few of us are equipped with useful decision-making skills. Because of this, we often approach our choices tentatively, or even fearfully, and avoid giving them the time and thought required to put our best foot forward. In Smart Choices, John Hammond, Ralph Keeney, and Howard Raiffa—experts with over 100 years of experience resolving complex decision problems—offer a proven, straightforward, and flexible roadmap for making better and more impactful decisions, and offer the tools to achieve your goals in every aspect of your life. Their step-by-step, divide-and conquer approach will teach you how to: • Evaluate your plans • Break your potential decision into its key elements • Identify the key drivers that are most relevant to your goals • Apply systematic thinking • Use the right information to make the smartest choice Smart Choices doesn’t tell you what to decide; it tells you how. As you routinely use the process, you’ll become more confident in your ability to make decisions at work and at home. And, more importantly, by applying its time-tested methods, you’ll make better decisions going forward. Be proactive. Don’t wait until a decision is forced on you—or made for you. Seek out decisions that advance your long-term goals, values, and beliefs. Take charge of your life by making Smart Choices a lifetime habit.

Handbook Of Group Decision And Negotiation

Author: D. Marc Kilgour
Publisher: Springer Science & Business Media
ISBN: 9789048190973
Size: 79.26 MB
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Publication of the Handbook of Group Decision and Negotiation marks a milestone in the evolution of the group decision and negotiation (GDN) eld. On this occasion, editors Colin Eden and Marc Kilgour asked me to write a brief history of the eld to provide background and context for the volume. They said that I am in a good position to do so: Actively involved in creating the GDN Section and serving as its chair; founding and leading the GDN journal, Group Decision and Negotiation as editor-in-chief, and the book series, “Advances in Group Decision and Negotiation” as editor; and serving as general chair of the GDN annual meetings. I accepted their invitation to write a brief history. In 1989 what is now the Institute for Operations Research and the Management Sciences (INFORMS) established its Section on Group Decision and Negotiation. The journal Group Decision and Negotiation was founded in 1992, published by Springer in cooperation with INFORMS and the GDN Section. In 2003, as an ext- sion of the journal, the Springer book series, “Advances in Group Decision and Negotiation” was inaugurated.

Winning Together

Author: Bruno Verdini Trejo
Publisher: MIT Press
ISBN: 0262534371
Size: 35.22 MB
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Transboundary natural resource negotiations, often conducted in an atmosphere of entrenched mistrust, confrontation, and deadlock, can go on for decades. In this book, Bruno Verdini outlines an approach by which government, private sector, and nongovernmental stakeholders can overcome grievances, break the status quo, trade across differences, and create mutual gains in high-stakes water, energy, and environmental negotiations. Verdini examines two landmark negotiations between the United States and Mexico. The two cases -- one involving conflict over shared hydrocarbon reservoirs in the Gulf of Mexico and the other involving disputes over the shared waters of the Colorado River -- resulted in groundbreaking agreements in 2012, after decades of deadlock. Drawing on his extensive interviews with more than seventy high-ranking negotiators in the United States and Mexico -- from presidents and ambassadors to general managers, technical experts, and nongovernmental advocates -- Verdini offers detailed accounts from multiple points of view, on both sides of the border. He unpacks the negotiation, leadership, collaborative decision-making, and political communication strategies that made agreement possible. Building upon the theoretical and empirical findings, Verdini offers advice for practitioners on effective negotiation and dispute resolution strategies that avoid the presumption that there are not enough resources to go around, and that one side must win and the other must inevitably lose. This investigation is the winner of Harvard Law School's Howard Raiffa Award for best research of the year in negotiation, mediation, decision-making, and dispute resolution.

Structured Decision Making

Author: Robin Gregory
Publisher: John Wiley & Sons
ISBN: 1444333410
Size: 56.29 MB
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"This book is about the creative and messy process of making environmental management decisions. The approach we describe is called Structured Decision Making, a distinctly pragmatic label given to ways for helping individuals and groups think through tough multidimensional choices characterized by uncertain science, diverse stakeholders, and difficult tradeoffs. This is the everyday reality of environmental management, yet many important decisions currently are made on an ad hoc basis that lacks a solid value-based foundation, ignores key information, and results in selection of an inferior alternative. Making progress--in a way that is rigorous, inclusive, defensible, and transparent--requires combining analytical methods drawn from the decision sciences and applied ecology with deliberative insights from cognitive psychology, facilitation, and negotiation. We review key methods and discuss case-study examples based in our experiences in communities, boardrooms, and stakeholder meetings. Our goal is to lay out a compelling guide that will change how you think about making environmental decisions"--

Barriers To Conflict Resolution

Author: Kenneth Joseph Arrow
Publisher: W. W. Norton & Company
ISBN: 9780393037371
Size: 78.44 MB
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Presenting theories about why humankind, despite its efforts for peace, is in a perpetual state of conflict, the members of the Stanford Center on Conflict and Negotiation consider the obstacles to and processes for harmonious communication