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.
The first edition of International Negotiation became a best-selling classic in the field of global conflict resolution. This second edition has been substantially revised and updated to meet the challenges...
"This is the best survey available of the whole field of international negotiation. It's a must for newcomers and is guaranteed to charge the batteries of the most seasoned negotiator.
In this book, Walton and McKersie attempt to describe a comprehensive theory of labor negotiation.
The must-read summary of Brian Dietmeyer and Rob Kaplan's book: "Strategic Negotiation: A Breakthrough 4-Step Process for Effective Business Negotiation".
This complete summary of the ideas from Deepak Malhotra and Max Bazerman’s book “Negotiation Genius” shows that people are not born genius negotiators. This is a skill that can be learned and perfected by absolutely anyone.
A study of the mechanics, practice, and application of negotiation explains the processes of negotiation and offers practical instruction in developing and improving negotiation skills
This book constitutes the proceedings of the Joint INFORMS-GDN and EWG-DSS International Conference on Group Decision and Negotiation (GDN), held in Toulouse, France, during June 10–13, 2014.
The must-read summary of Peter Stark and Jane Flaherty's book: "The Only Negotiating Guide You'll Ever Need: 101 Ways to Win Every Time in Any Situation".
Seminar paper from the year 2018 in the subject Business economics - Miscellaneous, grade: 1,0, Copenhagen Business School, language: English, abstract: This paper aims to examine the setting for cross-cultural renegotiations between Dell ...
The must-read summary of Michael Wheeler's book: "The Art of Negotiation: How to Improvise Agreement in a Chaotic World".