The Art and Science of Negotiation Reprint Edition

by Howard Raiffa (Author)

8 customer reviews

ISBN-13: 978-0674048133

ISBN-10: 067404813X

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Whether you are selling a house, closing a business deal, settling a divorce, arbitrating a labor dispute, or trying to hammer out an international treaty, Howard Raiffa’s new book will measurably improve your negotiating skills.

Although it is a sophisticated self-help book―directed to the lawyer, labor arbitrator, business executive, college dean, diplomat―it is not cynical or Machiavellian: Raiffa emphasizes problems and situations where, with the kinds of skills he aims to develop, disputants can achieve results that are beneficial to all parties concerned. Indeed, he argues that the popular “zero-sum” way of thinking, according to which one side must lose if the other wins, often makes both sides worse off than they would be when bargaining for joint mutual gains.

Using a vast array of specific cases and clear, helpful diagrams, Raiffa not only elucidates the step-by-step processes of negotiation but also translates this deeper understanding into practical guidelines for negotiators and “intervenors.” He examines the mechanics of negotiation in imaginative fashion, drawing on his extensive background in game theory and decision analysis, on his quarter-century of teaching nonspecialists in schools of business and public policy, on his personal experiences as director of an international institute dealing with East/West problems, and on the results of simulated negotiation exercises with hundreds of participants.

There are popular books on the art of winning and scholarly books on the science of negotiation, but this is the first book to bridge the two currents. Shrewd, accessible, and engagingly written, it shows how a little analysis sprinkled with a touch of art can work to the advantage of any negotiator.

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Editorial Reviews

Review

“The Art and Science of Negotiation is a quantum leap forward in the state of the art… [Raiffa] employs a classroom wizard’s mastery over the hypothetical question to analyze in lively case studies and problems the essential characteristics of various forms of interactive competitive bargaining.”―Eric D. Green, American Bar Association Journal

“[A] fascinating book… Its expositional style is also refreshing, achieving a perfect balance between academic respectability and general readability… Theory and practice are carefully intertwined throughout the book; the theory ranges from simple search models to complicated n-person zero-sum games; the practice ranges from simple hypothetical examples to complicated real-world many-country negotiations, several of which are enriched by Raiffa’s own personal involvement and experience.”―John D. Hey, Economica

“A vigorous, pragmatic treatise on resolving disputes in the realm of human affairs with all of the rigor [Raiffa] has always displayed… Tightly written, eminently readable, and containing many usable examples, it is bound to be a valuable resource book for years to come.”―Gerald Hodge, Journal of the American Planning Association

“The book provides a thought-provoking and useful introduction to the complexities of negotiation and mediation…[and] fills an important niche in the literature. I expect numerous opportunities to recommend it to those seeking advice.”―Alvin E. Roth, Journal of Economic Literature

“Raiffa deftly weaves together case-style vignettes of negotiating situations with a few analytical threads drawn from the theory of games, decision making under uncertainty, and fair division. Written with clarity and verve while avoiding technicalities, it strikes a nice balance between analysis and anecdote.”―Journal of Policy Analysis and Management

“I think that nearly anyone who has experience in negotiation and management will he surprised and pleased by the amount of insight which Raiffa’s chapters will give him into the structure of problems with which he is familiar but which he understands less well than he thinks.”―McGeorge Bundy

From the Back Cover

This is a sophisticated book directed to lawyers, labor arbitrators, business executives, college deans, diplomats, and many other professionals. Using a vast array of specific cases and clear, helpful diagrams, Raiffa not only elucidates the step-by-step processes of negotiation but also translates this deeper understanding into practical guidelines.

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Product details

Paperback: 384 pages
Publisher: Belknap Press: An Imprint of Harvard University Press; Reprint edition (March 15, 1985)
Language: English
ISBN-10: 067404813X
ISBN-13: 978-0674048133
Product Dimensions: 6 x 1 x 9.2 inches
Shipping Weight: 1.3 pounds (View shipping rates and policies)
Average Customer Review: 8 customer reviews
Amazon Best Sellers Rank: #280,875 in Books (See Top 100 in Books)
- #416 in Books > Business & Money > International > Economics
- #1443 in Books > Textbooks > Business & Finance > Economics
- #4711 in Books > Business & Money > Economics

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July 21, 2016

Format: HardcoverVerified Purchase

This is a difficult read in the beginning. Raiffa's work is indispensable for the sophisticated specialist. It takes a rigorous quantitative approach that goes deeper on the collaborative approach set out in "folksier" books like Getting to Yes. Some readers might not follow all the math, but the good news is that the chapters are very independent of each other. If you don't get anything out of one, you will out of the next.

One person found this helpful2 people found this helpful

great for decision making

September 8, 2017

Format: HardcoverVerified Purchase

Give me a lot of tip on how to make decision

One person found this helpful

Game Theory in Negotiation

October 22, 2016

Format: PaperbackVerified Purchase

Great examples of game strategy used in negotiations!

One person found this helpful2 people found this helpful

December 25, 2014

Format: PaperbackVerified Purchase

thank you

One person found this helpful

Charlotte Carter

Classic text on Negotiation skills

May 9, 2013

Format: PaperbackVerified Purchase

This was recommended during a webinar by a college professor who also mediates environmental disputes.
It is a great book.

One person found this helpful

A good college text on negotiation

May 8, 2003

Format: Paperback

Howard Raiffa is a professor at Harvard Business School who has a background in game theory and competitive decision making skills. He is also affiliated with the Harvard Program on Negotiation [website]. I was first exposed to this text in a Harvard symposium on collaborative negotiation that I attended 10 years ago. Raiffa's book is a popular text for academics who are interested in negotiation skills.
In this book, Raiffa likes to distinguish between the "art" of negotiation and the "science" of negotiation. By "art of negotiation" Raiffa means dealing with the human element. By "science" Raiffa means those aspects of the negotiation process that are capable of being analyised in a fairly structured manner.
Raiffa devotes most of this book on the "science" of the subject and uses his background as a game theorist specializing in competitive decision making as the basis for a rather analytical approach to the subject. It helps, but is not necessary, if you have a background in mathematics. If you are not math literate, skip the math and focus on the conclusions and you will do fine. Like most game theorists, Raiffa is mainly interested in determining which outcomes to negotiation are optimal for both parties. Much of his analysis is based on the premise that both parties will act in an ultimately rational manner and make decisions that will be optimal for themselves. (Note to game theorists- most of Raiffa's analysis tends to focus on the various "equilibrium points" that parties have when they negotiate.)
Of course, reality is somewhat different. Real life does not lend itself easily to mathematical models. People usually act irrationally when they negotiate and it is difficult, if not impossible, to quantify human emotions with a formula.
Nevertheless, this book is useful for people who want an analytical approach--as opposed to strategic and tactical approach-- to the subject of negotiation. The subtitle of the text ("How to resolve conflicts and get the best out of bargaining") is a little misleading. There is not much "how to" covered in this text. Rather the emphasis is on theory and analysis.

38 people found this helpful39 people found this helpful

Highbrow Negotiation Techniques

May 7, 2000

Format: Paperback

Although I admire Howard Raiffa's book Smart Choices, this book doesn't appeal me at all. I felt his approach to negotiation too theoretical and extremely difficult to apply to real life issues. As one of the other reviewers states correctly, the book is rather for students of negotiation. I do much more prefer Getting to Yes, which sets an easy framework for approaching negoatiation.

41 people found this helpful42 people found this helpful

August 28, 2009

Format: Paperback

Negotiation as an art; then this book is the manual to learn the mastery of negotiation, I read other books that were very much targeted for the academic world, but this book is for anyone who wants to master the art of resolving obstacles and handle objections in negotiations.

One person found this helpful

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