Negotiation analysis the science and art of collaborative decision making

ISBN 13: 9780674024144

negotiation analysis the science and art of collaborative decision making

The Art of Negotiation - Maria Ploumaki - [email protected]

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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.

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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. 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 : the science and art of collaborative decision making. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory.

It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory.
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Citation Styles for "Negotiation analysis : the science and art of collaborative decision making"

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. -

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4 COMMENTS

  1. David R. says:

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  2. J├║piter M. says:

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  3. Micael Z. says:

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  4. Tim N. says:

    Negotiation Analysis : Howard Raiffa :

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