Negotiation Analysis

Negotiation Analysis

This masterly book substantially extends Howard Raiffa's earlier classic, The Art and Science of Negotiation.

Author: Frank P Ramsey Professor of Managerial Economics (Emeritus) Howard Raiffa

Publisher: Harvard University Press

ISBN: 0674008901

Category: Business & Economics

Page: 548

View: 181

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.
Categories: Business & Economics

Business Information Systems Workshops

Business Information Systems Workshops

Raiffa, H., Richardson, J., Metcalfe, D.: Negotiation Analysis: The Science and Art
of Collaborative Decision Making. The Belknap Press, Cambridge (2002) 24.
Shavell, S.: Economic Analysis Of Litigation And The Legal Process, Discussion ...

Author: Witold Abramowicz

Publisher: Springer Science & Business Media

ISBN: 9783642034244

Category: Business & Economics

Page: 388

View: 422

This book constitutes the proceedings of the nine workshops that were organized in conjunction with the Business Information Systems Conference, BIS 2009, taking place in Poznan, Poland, on April 27-29, 2009. The 34 papers presented were carefully reviewed and selected from 72 submissions. In addition, the volume contains the BIS 2009 keynote speech and two invited speeches presented at the workshops LIT and ECONOM/Enterprise X.0. The topics covered are DeepWeb (ADW), applications and economics of knowledge-based technologies (AKTB, ECONOM), service-oriented architectures (SDS-SOA), legal IT (LIT), social Web and Web 2.0 (SAW, Enterprise X.0), e-learning (EeLT), and enterprise systems in higher education (ESHE).
Categories: Business & Economics

Technologies for Supporting Reasoning Communities and Collaborative Decision Making Cooperative Approaches

Technologies for Supporting Reasoning Communities and Collaborative Decision Making  Cooperative Approaches

Pruitt, D. G. (1981). Negotiation behaviour. New York: Academic Press. Raiffa, H.,
Richardson, J., & Metcalfe, D. (2002). Negotiation analysis: The science and art
of collaborative decision making. Reading, MA: Addison Wesley. Robertson, S.

Author: Yearwood, John

Publisher: IGI Global

ISBN: 9781609600938

Category: Social Science

Page: 498

View: 607

The information age has enabled unprecedented levels of data to be collected and stored. At the same time, society and organizations have become increasingly complex. Consequently, decisions in many facets have become increasingly complex but have the potential to be better informed. Technologies for Supporting Reasoning Communities and Collaborative Decision Making: Cooperative Approaches includes chapters from diverse fields of enquiry including decision science, political science, argumentation, knowledge management, cognitive psychology and business intelligence. Each chapter illustrates a perspective on group reasoning that ultimately aims to lead to a greater understanding of reasoning communities and inform technological developments.
Categories: Social Science

The Network Governance in Response to Acts of Terrorism

The Network Governance in Response to Acts of Terrorism

pon.harvard.edu/resources/book-reviews/negotiation-analysis-the-science-and-
art-of-collaborative-decision-making/ Raiffa, Howard, John Richardson, ... “
Collaborative DecisionMaking and Presence in Shared Dynamic Virtual
Environments.

Author: Naim Kapucu

Publisher: Routledge

ISBN: 9780415500111

Category: Political Science

Page: 281

View: 471

High performance during catastrophic terrorist events require the ability to assess and adapt capacity rapidly, restore or enhance disrupted or inadequate communications, utilize flexible decision making swiftly, and expand coordination and trust between multiple emergency and crisis response agencies. These requirements are superimposed on conventional administrative systems that rely on relatively rigid plans, decision protocols, and formal relationships that assume smooth sailing and uninterrupted communications and coordination. Network Governance in Response to Acts of Terrorism focuses on the inter-organizational performance and coordinated response to recent terrorist incidents across different national, legal, and cultural contexts in New York, Bali, Istanbul, Madrid, London, and Mumbai. Effortlessly combining each case study with content analyses of news reports from local and national newspapers, situation reports from government emergency/crisis management agencies, and, interviews with public managers, community leaders, and nonprofit executives involved in response operations, Naim Kapucu presents an overview of how different countries tackle emergencies by employing various collaborative decision-making processes, thus, offering a global perspective with different approaches. These features make this book an important read for both scholars and practitioners eager to reconcile existing decision-making theories with practice.
Categories: Political Science

Arbitration and Mediation in International Business

Arbitration and Mediation in International Business

Since parties in real negotiations operate on the basis of incomplete information (
particularly in regard of the other side's real ... 465 Raiffa, Richardson & Metcalfe,
Negotiation Analysis, The Science and Art of Collaborative Decision Making ...

Author: Christian Bühring-Uhle

Publisher: Kluwer Law International B.V.

ISBN: 9789041122568

Category: Law

Page: 309

View: 988

"Arbitration and mediation in international business was first published in 1996 and was one of the first comprehensive studies on the practice of international business dispute resolution, covering both international commercial arbitration and the so-called ?alternative? techniques such as mediation. The book also provided an empirical analysis of how both arbitration and mediation are conducted in a crossborder context, along with a normative guide to the relative costs and benefits of these two methods. This second edition is not just an updated version of the first edition but a new book in itself: Benefitting from the contributions of two co-authors, the work has been enhanced by discussions of innovative tools for making settlement negotiations more effective, and by the in-depth analysis of practical techniques to integrate mediation and arbitration in international business. Also, a comprehensive new empirical survey was conducted in order to capture new trends in this rapidly developing field. The result is a ?must have? resource for anyone having to deal with potential conflict in international business relationships."--Publisher's website.
Categories: Law

Managing Software Projects

Managing Software Projects

H . Raiffa , The Art and Science of Negotiations , Belknap Publisher , 1985 . H .
Raiffa , J . Richardson , and D . Metcalfe , Negotiation Analysis : The Science and
Art of Collaborative Decision Making , Belknap Publisher , 2003 . P . C . Tinnirello
 ...

Author: Frank F. Tsui

Publisher: Jones & Bartlett Learning

ISBN: 0763725463

Category: Computers

Page: 337

View: 279

Computer Architecture/Software Engineering
Categories: Computers

Managerial Decisions Under Uncertainty

Managerial Decisions Under Uncertainty

Provides methods for reducing complex problems to easily-drawn decision diagrams (trees), supported by real-world examples. Includes detailed cases that employ the methods described in the text.

Author: Bruce F. Baird

Publisher: John Wiley & Sons

ISBN: 0471858919

Category: Business & Economics

Page: 530

View: 286

How to improve decision-making skills in realistic situations and do it in a reasonably nonmathematical fashion. Develops practical techniques for deciding upon the best strategies in a variety of situations. Provides methods for reducing complex problems to easily-drawn decision diagrams (trees), supported by real-world examples. Includes detailed cases that employ the methods described in the text. Each chapter contains illustrative examples and exercises.
Categories: Business & Economics

Crossing the Divide

Crossing the Divide

effective, dynamic collaboration across divisional lines. ... Howard Raiffa, John
Richardson, and David Metcalfe, Negotiation Analysis: The Science and Art of
Collaborative Decision Making (Cambridge, MA: Harvard University Press, 2003)
.

Author: Todd L. Pittinsky

Publisher: Harvard Business Press

ISBN: 9781422152676

Category: Business & Economics

Page: 320

View: 650

Bringing groups together is a central and unrelenting task of leadership. CEOs must nudge their executives to rise above divisional turf battles, mayors try to cope with gangs in conflict, and leaders of many countries face the realities of sectarian violence. Crossing the Divide introduces cutting-edge research and insight into these age-old problems. Edited by Todd Pittinsky of Harvard's Kennedy School of Government, this collection of essays brings together two powerful scholarly disciplines: intergroup relations and leadership. What emerges is a new mandate for leaders to reassess what have been regarded as some very successful tactics for building group cohesion. Leaders can no longer just "rally the troops." Instead they must employ more positive means to span boundaries, affirm identity, cultivate trust, and collaborate productively. In this multidisciplinary volume, highly regarded business scholars, social psychologists, policy experts, and interfaith activists provide not only theoretical frameworks around these ideas, but practical tools and specific case studies as well. Examples from around the world and from every sector - corporate, political, and social - bring to life the art and practice of intergroup leadership in the twenty-first century.
Categories: Business & Economics

Bargaining for Advantage

Bargaining for Advantage

His systematic, step-by-step approach comes to life in this book, which combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research.

Author: G. Richard Shell

Publisher: Penguin

ISBN: 0143036971

Category: Business & Economics

Page: 294

View: 634

An authoritative guide to business negotiation explores the complex psychological factors in each bargaining situation and examines six key leverage points that promote bargaining success. Reprint. 15,000 first printing.
Categories: Business & Economics

Right and Wrong

Right and Wrong

Investigates a complex structure of morality, the demands such morality places on individuals, and the behavioral consequences of the system of right and wrong

Author: Charles Fried

Publisher: Harvard University Press

ISBN: 0674769058

Category: Philosophy

Page: 226

View: 795

Investigates a complex structure of morality, the demands such morality places on individuals, and the behavioral consequences of the system of right and wrong
Categories: Philosophy

Penn State Law Review

Penn State Law Review

Decision Sciences and Behavioral Economics 73 The undisputed champion for
the application of decision analysis and ... DAVID METCALFE , NEGOTIATION
ANALYSIS : THE SCIENCE AND ART OF COLLABORATIVE DECISION MAKING
 ...

Author:

Publisher:

ISBN: STANFORD:36105063248772

Category: Law reviews

Page:

View: 133

Categories: Law reviews

Journal of Economic Literature

Journal of Economic Literature

... COLLECTIVE DECISION - MAKING RAIFFA , HOWARD . Negotiation analysis :
The science and art of collaborative decision making . With JOHN RICHARDSON
AND DAVID METCALFE . Cambridge and London : Harvard University Press ...

Author:

Publisher:

ISBN: UCSD:31822033812611

Category: Economics

Page:

View: 188

Categories: Economics

Resolving Disputes

Resolving Disputes

Miller , Lee E . , & Jessica Miller ( 2002 ) A Woman ' s Guide to Successful
Negotiating : How to Convince , Collaborate , & Create Your ... Raiffa , Howard (
2002 ) Negotiation Analysis : The Science and Art of Collaborative Decision
Making .

Author: Jay Folberg

Publisher: Aspen Law & Business

ISBN: STANFORD:36105063976703

Category: Law

Page: 707

View: 457

Resolving Disputes: Theory, Practice, and Law is an ideal and up-to-date text For The new generation of practice-oriented dispute resolution courses. This lively new book captures a lawyer's perspective on resolving disputes effectively and prepares your students to represent clients effectively in all forms of alternative dispute resolution. This timely and teachable text: presents class-tested material designed For The survey course, with sections on negotiation, mediation, arbitration, and hybrid designs integrates theory with strategies, ethics, And The law emphasizes practice applications and useful approaches focuses on the lawyer's perspective; the negotiation section highlights professional negotiation as an agent for clients, while the mediation and arbitration sections stress the role of the representational lawyer includes examples drawn from headline cases, literature, and lawyers' experiences, adding To The realism and relevance of the text excerpts the most important and recent articles and cases draws on the authorsiquest; extensive experience and from their key roles with major dispute resolution provider organizations as well as their many years of teaching, training, and practicing ADR A complete Teacher's Manual helps instructors prepare for class with: detailed syllabi comprehensive teaching notes provocative discussion points tested exercises and role-plays linked To The text DVD/video coordinated with the text and role-plays (available to adopters) If you want to convey more than the basics and prepare your students for successful, enlightened practice, turn to Resolving Disputes: Theory, Practice, and Law For The most current and most realistic exploration of ADR.
Categories: Law

Settled Out of Court

Settled Out of Court

Author: H. Laurence Ross

Publisher: AldineTransaction

ISBN: 1412850002

Category: Social Science

Page: 285

View: 895

Categories: Social Science

Environment Planning

Environment   Planning

... 1982 Art and Science of Negotiation (Harvard University Press, Cambridge,
MA) Raiffa H, Richardson J, Metcalfe D, 2002 Negotiation Analysis: The Science
and Art of Collaborative Decision Making (Harvard University Press, Cambridge,
 ...

Author:

Publisher:

ISBN: NWU:35556038714226

Category: City Planning

Page:

View: 800

Categories: City Planning

Journal of World Trade

Journal of World Trade

Negotiation Analysis : The Science and Art of Collaborative Decision Making (
Cambridge , MA : Harvard University Press , 2002 ) . Negotiation Joumal and
International Negotiation are outlets for new work . New studies on international ...

Author:

Publisher:

ISBN: NWU:35556039809371

Category: Commerce

Page:

View: 866

Categories: Commerce

Pretrial Litigation

Pretrial Litigation

Gross & Syverud , " Getting to No : A Study of Settlement Negotiations and the
Selection of Cases for Trial , ” 90 Mich . L. Rev. ... H. Raiffa et al . , Negotiation
Analysis : The Science and Art of Collaborative Decision Making ( 2002 ) . A. Rau
et al ...

Author: R. Lawrence Dessem

Publisher: West Academic

ISBN: IND:30000124854872

Category: Law

Page: 675

View: 916

" This textbook on pretrial litigation reflects many significant recent developments. It incorporates the 2010 amendments to the Federal Rules of Civil Procedure concerning expert witnesses and summary judgment, as well as the refashioning of pleading pursuant to Bell Atlantic Corp. v. Twombly and Iqbal v. Ashcroft. The continuing evolution of electronic discovery law and practice is addressed through notes and exercises, including sections on civil actions in cyberspace (involving service, filing, and personal jurisdiction) and discovery in cyberspace (raising privilege, confidentiality, and other issues presented by electronically stored information)."--Publisher's website.
Categories: Law

What s Fair

What s Fair

Raiffa , H . Lectures on Negotiation Analysis : Presentation Masters . Cambridge ,
Mass . : PON Books , 1996 . Raiffa , H . , Richardson , J . , and Metcalfe , D .
Negotiation Analysis : The Science and Art of Collaborative Decision Making .

Author: Carrie Menkel-Meadow

Publisher: Jossey-Bass

ISBN: UOM:39015064886537

Category: Business & Economics

Page: 542

View: 731

What’s Fair is a landmark collection that focuses exclusively on the crucial topic of ethics in negotiation. Edited by Carrie Menkel-Meadow and Michael Wheeler, What’s Fair contains contributions from some of the best-known practitioners and scholars in the field including Roger Fisher, Howard Raiffa, and Deborah Kolb. The editors and distinguished contributors offer an examination of why ethics matter individually and socially, and explain the essential duties and values of negotiation beyond formal legal requirements. Throughout the book, these experts tackle difficult questions such as: What do we owe our counterparts (if anything) in the way of candor or disclosure? To what extent should we use financial or legal pressure to force settlement? Should we worry about whether an agreement is fair to all the parties, or the effects our negotiated agreements might have on others? Praise for What’s Fair "The assumption has long been made that even the most ethical of us will cheat during a negotiation. This book, What’s Fair finally pulls together some of the most important papers dealing with this assumption into a single, badly needed volume. This is a book that should be read by everyone who negotiates or who cares about ethics. Which is to say, all of us." –David M. Messick, Morris and Alice Kaplan Professor of Ethics and Decision in Management and co-director, Ford Center for Global Citizenship, Kellogg School of Management, Northwestern University "What’s Fair is a long-awaited treasure–a definitive book of readings on the full universe of questions about ethics in negotiation, introduced and tied together with helpful essays and explanations by the editors. This book is essential reading for everyone in law and business who is concerned about the ethics of negotiation." –Gerald R.Williams, professor of law, Brigham Young University "Carrie Menkel-Meadow and Michael Wheeler have written an important book on a topic long in need of analysis: the ethical responsibility of negotiators." –Lawrence S. Bacow, president, Tufts University "Carrie Menkel-Meadow and Michael Wheeler are at the forefront of scholarship and practice in negotiation. What’s Fair is requisite for anyone desiring to be informed on negotiation–and intent on doing the right thing," –James F. Henry, president emeritus, CPR Institute for Dispute Resolution "Few professional endeavors are as ethically polarized as negotiation. This comprehensive volume offers theoretical and practical insights on how negotiators can do good at the same time as they do well for themselves and their clients." –Paul Brest, president, William and Flora Hewlett Foundation and former dean, Stanford Law School
Categories: Business & Economics

Social Simulation

Social Simulation

Dynamics of international negotiations : A simulation of EU intergovernmental
conferences . In C . van Dijkum , J . Blasius , H ... Negotiation analysis : The
science and art of collaborative decision making . Cambridge , MA . : The
Belknap Press ...

Author: Bruce Edmonds

Publisher: IGI Global

ISBN: STANFORD:36105124016424

Category: Computers

Page: 378

View: 942

"This book, a reference survey of social simulation work comprehensively collects the most exciting developments in the field. Drawing research contributions from a vibrant community of experts on social simulation, it provides a set of unique and innovative approaches, ranging from agent-based modeling to empirically based simulations, as well as applications in business, governmental, scientific, and other contexts"--Provided by publisher.
Categories: Computers