000			01668nam a2200193Ia 4500
999			_c70380 _d70380
005			20220106204339.0
008			200204s9999 xx 000 0 und d
020			_a9780674048133
082			_a302.3 RAI
100			_aRaiffa, Howard
245		0	_aArt and Science of Negotiation
260			_aLondon
260			_bHarvard University Press
260			_c1982
300			_a373p.
520			_aAlthough it is a sophisticated self-help book―directed to the lawyer, labor arbitrator, business executive, college dean, diplomat―it is not cynical or Machiavellian: Raiffa emphasizes problems and situations where, with the kinds of skills he aims to develop, disputants can achieve results that are beneficial to all parties concerned. Indeed, he argues that the popular “zero-sum” way of thinking, according to which one side must lose if the other wins, often makes both sides worse off than they would be when bargaining for joint mutual gains. Using a vast array of specific cases and clear, helpful diagrams, Raiffa not only elucidates the step-by-step processes of negotiation but also translates this deeper understanding into practical guidelines for negotiators and “intervenors.” He examines the mechanics of negotiation in imaginative fashion, drawing on his extensive background in game theory and decision analysis, on his quarter-century of teaching nonspecialists in schools of business and public policy, on his personal experiences as director of an international institute dealing with East/West problems, and on the results of simulated negotiation exercises with hundreds of participants.
650			_aNegotate
942			_cB _2ddc