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, neutr ..

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 los ..

Dr. Howard Raiffa is the Frank P. Ramsey Professor (Emeritus of Managerial Economics, a joint chair held by the Business School and the Kennedy School of Government at Harvard University. He is an influential Bayesian decision theorist and a pioneer in the field of decision science. He works in statistical decision theory, game theory, behavioral decision theory, risk analysis, and negotiation analysis. This fascinating autobiography traces Dr. Raiffa's life from his childhood through a prestigious academic career. ..

Scientia nova veröffentlicht Originalarbeiten bahnbrechender Forscher oder allgemeinverständliche Einführungen in schwierige Spezialgebiete, die für die Philosophie, Logik und Mathematik von ebenso gro er Bedeutung sind, wie für die Natur- und Sozialwissenschaften. Scientia nova ist eine Bibliothek des modernen wissenschaftlichen Denkens, die dazu beiträgt, die Zersplitterung der Forschung in Spezialgebiete zu überwinden und einem neuen Denkstil zum Durchbruch zu verhelfen. ..