Negotiation analysis : the science and art of collaborative decision making / Howard Raiffa with John Richardson, David Metcalfe.
2002
HD58.6 .R342 2002 (Map It)
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Details
Author
Title
Negotiation analysis : the science and art of collaborative decision making / Howard Raiffa with John Richardson, David Metcalfe.
Published
Cambridge, MA : Belknap Press of Harvard University Press, 2002.
Call Number
HD58.6 .R342 2002
ISBN
0674008901 (alk. paper)
Description
xiv, 548 pages : illustrations ; 26 cm
System Control No.
(OCoLC)50042928
Bibliography, etc. Note
Includes bibliographical references (pages [523]-530) and index.
Record Appears in
Added Author
Table of Contents
Preface
Pt. I
Fundamentals
1
1Decision Perspectives
3
2Decision Analysis
14
3Behavioral Decision Theory
33
4Game Theory
53
5Negotiation Analysis
81
Pt. II
Two-Party Distributive (Win-Lose) Negotiations
97
6Elmtree House
99
7Distributive Negotiations: The Basic Problem
109
8Introducing Complexities: Uncertainty
129
9Introducing Complexities: Time
149
10Auctions and Bids
165
Pt. III
Two-Party Integrative (Win-Win) Negotiations
191
11Template Design
195
12Template Evaluation
213
13Template Analysis (I)
226
14Template Analysis (II)
249
15Behavioral Realities
269
16Noncooperative Others
288
Pt. IV
External Help
307
17Mostly Facilitation and Mediation
311
18Arbitration: Conventional and Nonconventional
328
19What Is Fair?
348
20Parallel Negotiations
365
Pt. V
Many Parties
385
21Group Decisions
389
22Consensus
407
23Coalitions
430
24Voting
450
25Pluralistic Parties
465
26Multiparty Interventions
484
27Social Dilemmas
507
References
523
Note on Sources
531
Index
535