The art and science of negotiation
著者
書誌事項
The art and science of negotiation
Belknap Press of Harvard University Press, c1982
- : pbk
- タイトル別名
-
The art & science of negotiation
大学図書館所蔵 全81件
  青森
  岩手
  宮城
  秋田
  山形
  福島
  茨城
  栃木
  群馬
  埼玉
  千葉
  東京
  神奈川
  新潟
  富山
  石川
  福井
  山梨
  長野
  岐阜
  静岡
  愛知
  三重
  滋賀
  京都
  大阪
  兵庫
  奈良
  和歌山
  鳥取
  島根
  岡山
  広島
  山口
  徳島
  香川
  愛媛
  高知
  福岡
  佐賀
  長崎
  熊本
  大分
  宮崎
  鹿児島
  沖縄
  韓国
  中国
  タイ
  イギリス
  ドイツ
  スイス
  フランス
  ベルギー
  オランダ
  スウェーデン
  ノルウェー
  アメリカ
注記
Bibliography: p. 361-368
Includes index
内容説明・目次
- 巻冊次
-
ISBN 9780674048126
内容説明
Whether you are selling a house, closing a business deal, settling a divorce, arbitrating a labor dispute, or trying to hammer out no 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.
- 巻冊次
-
: pbk ISBN 9780674048133
内容説明
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.
目次
Prologue Part I: Overview 1. Some Organizing Questions 2. Research Perspectives Part II: Two Parties, One Issue 3. Elmtree House 4. Analytical Models and Empirical Results 5. Settling Out of Court 6. The Role of Time 7. Acquisitions and Mergers 8. Third-Party Intervention 9. Advice for Negotiators Part III: Two Parties, Many Issues 10. AMPO versus City 11. Tradeoffs and Concessions 12. The Panama Canal Negotiations 13. Risk Sharing and Insecure Contracts 14. The Camp David Negotiations 15. Mediation of Conflicts 16. Arbitration of Disputes Part IV: Many Parties, Many Issues 17. Coalition Analysis 18. The Law of the Sea 19. Fair Division 20. Willingness to Pay for a Public Good 21. Environmental Conflict Resolution 22. The Mariner Space Probes 23. Voting Part V: General Concerns 24. Getting People to Communicate 25. Ethical and Moral Issues Epilogue Bibliography Index
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