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Lectures on Negotiation Analysis Paperback – February, 1997

ISBN-13: 978-1880711095 ISBN-10: 1880711095

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Product Details

  • Paperback
  • Publisher: Program on Negotiation at (February 1997)
  • Language: English
  • ISBN-10: 1880711095
  • ISBN-13: 978-1880711095
  • Product Dimensions: 0.2 x 8.2 x 10.5 inches
  • Shipping Weight: 10.4 ounces
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
  • Amazon Best Sellers Rank: #5,292,796 in Books (See Top 100 in Books)

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16 of 17 people found the following review helpful By Phil Martin on January 11, 2000
Format: Paperback
As a reviewer, I owe potential readers the disclosure of a deep-seated personal bias. I have the greatest respect for Howard Raiffa, for his academic contributions, as well as for his worldly achievements such as his pivotal role in the creation and enlightened leadership of the Institute for Applied Systems Analysis (IIASA) in Laxemburg, near Vienna, Austria--probably the only institution that insured a sustained, open, and fruitful dialogue between the West and the East during the coldest periods of the Cold War.
While most aware of my bias, I give a five star rating to this modest collection of class notes. Indeed, while the form--commented transparencies--qualifies as humble, while the content could appear as naïve, and while academics constitute his primary audience, Raiffa provides deep, wise, operational insights useful to all people engaged in negotiation--i.e., most of us--throughout the 111 pages that make up these lecture notes.
The key to the originality of this surprisingly homogenous scholarly piece resides with Raiffa deciding to assume the opposite of what most of us would entering a negotiation. Indeed, Raiffa assumes a Full Open and Transparent Exchange (FOTE) of information between the parties taking part in a negotiation. Lifting the veil of secrecy enables Raiffa to pinpoint what often preempts satisfactory negotiation outcomes and to discuss ways and present methodologies that allow the parties engaged in a negotiation to all get better deals. How can we achieve this? By identifying the efficiency frontier and by coming closer to it and, hence, to optimal deals. Most methodologies rely on the ranking and quantification of the respective, relative preferences of the parties in the negotiation.
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