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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.


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.
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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