- Paperback: 576 pages
- Publisher: Belknap Press; 1 edition (March 31, 2007)
- Language: English
- ISBN-10: 0674024141
- ISBN-13: 978-0674024144
- Product Dimensions: 6.6 x 1.1 x 10 inches
- Shipping Weight: 2.1 pounds (View shipping rates and policies)
- Average Customer Review: 6 customer reviews
- Amazon Best Sellers Rank: #715,578 in Books (See Top 100 in Books)
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Negotiation Analysis: The Science and Art of Collaborative Decision Making 1st Edition
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Harvard professor emeritus Raiffa and his co-authors have everything covered in this exhaustive work, which examines the dynamics of win-lose, win-win and multi-party negotiations and throws novel approaches like game theory into the mix. Especially timely is the analysis of "external help," in which the authors evaluate the growing trend of mediation and arbitration...It's certainly thorough, with its plethora of decision-making scenarios...to bring advanced theories to life. And Raiffa is one of the deans of the field. (Publishers Weekly 2003-01-15)
Negotiation Analysis makes a significant contribution to an important field...This is a classic text, synthesizing two approaches to negotiation: the 'art' handles human factors and the 'science' structured models. The book aims to equip negotiators with the skills 'to do a better job.' It is a massive work--550 pages--created by perhaps the most powerful intellect in the field. (Douglas Hague Times Higher Education Supplement 2004-04-30)
Howard Raiffa created the field of negotiation analysis, and this book is a great development of his ideas. It pushes negotiation analysis to a higher level and should be required reading for all serious students and practitioners of negotiation and alternative dispute resolution. The book is brilliant. It will help to make the world a better place. (Max Bazerman, author of Judgment in Managerial Decision Making)
About the Author
Howard Raiffa is Frank P. Ramsey Professor of Managerial Economics (Emeritus), Harvard Business School and Harvard's Kennedy School of Government.
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1) It is for the serious. While very well written, it is not light reading, and
2) It is focused on analysis. For treatment of the "soft" aspects of negotiations, you will need to read other books.
If you are looking for an introduction to negotiations, I recommend Mind and Heart of the Negotiator, The (4th Edition) by Leigh Thompson and Essentials of Negotiation by Roy J. Lewicki.
If you are looking for an introduction to game theory, I recommend Thinking Strategically: The Competitive Edge in Business, Politics, and Everyday Life by Avinash K. Dixit and Barry J. Nalebuff.
Professor Raiffa shows that negotiations and how to approach them depend mainly in how the structure of the negatiation is eg. integrative vs distributive. He proposes a very structured way to approach negotiations, being good prepared and looking for alternatives to an agreement before to have the freedom to forfeit the negotiation. Once meeting being creative working together with the other party helps to find those spots that are valued differently by the parties and offer possibility of common gains. Whether always the described Full Open Truthfull Exchange (FOTE) is possible might be doubted but it gives at least the yardstick how things could be. The author compares often diverse solutions and how the merit of each of them varies depending the criteria used, and what fairness in each case might be.
The book is divided in major themes that are gone through in detail, any of those can be read in an almost independent manner, without following the order in the book.
Part I. Fundamentals describes the basics of the books and what is the approach followed to structure negotiations. The Game Theory chapter is in itself an excellent summary on the theme and a nice introduction for those that never have been exposed earlier to the subject.
Part II. Two Party Distributive (Win-Lose) Negotiations. The type of negotiation we all think about as example is explained with plenty of details and examples, including a chapter on the particular case which are auctions.
Part III. Two Party Integrative (Win-Win) Negotiations. This is the second type of negotiation we think of. There are several exmaples of different problem types one can find, some as the repartition of goods has many practical applications for the majority of people in rela life situations and gives very practical insights.
Part IV. External Help. Describes what professional help can do for you in a negotiation, and what you ahould take into account before asking for help.
Part V. Many parties. Shows the complexity of negotiations of any type when a major number and how in that occasion agreements can be drafted.
In all chapters there are plenty of examples and information how people react in laboratory situations coming from the which gives the best approximation of real situations develop. Each chapter is closed with a summary of the core concepts which helps when one wants to review the book.
With the comprehensiveness of the book few things are missing or could have been mentioned additionally. The book has plenty of examples but I missed some exercises for the reader to prepare for the diverse points in each chapter. Two small misses that could be easily arranged are how to use decision trees to help finding alternatives and to mention some of the nice software packages that help to simulate random variables that affect decisions, eg Crystallball.
This book is very informative and provides in-depth details and examples of various negotiation scenarios. If you are looking for some serious negotiation read don't look further.