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Author Raiffa, Howard, 1924-2016.

Title Negotiation analysis : the science and art of collaborative decision making / by Howard Raiffa with John Richardson and David Metcalfe.

Imprint Cambridge, Mass. ; London : Belknap, 2007.

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Location Call No. Status
 University of Saint Joseph: Pope Pius XII Library - Standard Shelving Location  658.4052 R149N    Check Shelf
Description ix, 548 pages : illustrations ; 26 cm
Note Originally published: 2002.
Bibliography Includes bibliographical references and index.
Contents Fundamentals: Decision perspectives; Decision analysis; Behavioral decision theory; Game theory; Negotiation analysis -- Two-party distributive (win-lose) negotiations: Elmtree House; Distributive negotiations, the basic problem; Introducing complexities, uncertainty; Introducing complexities, time; Auctions and bids -- Two-party integrative (win-win) negotiations: Template design; Template evaluation; Template analysis (I); Template analysis (II); Behavioral realities; Noncooperative others -- External help: Mostly facilitation and mediation; Arbitration, conventional and nonconventional; What is fair?; Parallel negotiations -- Many parties: Group decisions; Consensus; Coalitions; Voting; Pluralistic parties; Multiparty interventions; Social dilemmas.
Subject Negotiation in business.
Negotiation.
Decision making.
Game theory.
Business and Management.
Decision making. (OCoLC)fst00889035
Game theory. (OCoLC)fst00937501
Negotiation. (OCoLC)fst01035551
Negotiation in business. (OCoLC)fst01035573
Added Author Richardson, John, 1966-
Metcalfe, David (David Nicholas)
ISBN 9780674024144 (pbk.)
0674024141 (pbk.)
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