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 ...
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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 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.
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Seller's Description:
This is an ex-library book and may have the usual library/used-book markings inside. This book has hardback covers. Clean from markings. In fair condition, suitable as a study copy. Dust jacket in fair condition. Foxing on page edges. Please note the Image in this listing is a stock photo and may not match the covers of the actual item, 850grams, ISBN: 0674048121.
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Seller's Description:
Very Good-in Very Good-dust jacket. 0674048121. Small tear to dust jacket. Light scuffing to the exterior edge of pages only. Great overall condition. Minor cosmetic wear. No noteworthy blemishes. No writing.; 384 pages.
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Seller's Description:
Very Good+ in a Very Good+ dust jacket. Small closed tears along top of panel edges. Light scuffing on spine. Foxing on text block edge.; 9.4 X 6.2 X 1.4 inches; 448 pages.
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Seller's Description:
Used book in good and clean conditions. Pages and cover are intact. Limited notes marks and highlighting may be present. May show signs of normal shelf wear and bends on edges. Item may be missing CDs or access codes. May include library marks. Fast Shipping.
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Seller's Description:
Fair. May contain writing notes highlighting bends or folds. Text is readable book is clean and pages and cover mostly intact. May show normal wear and tear. Item may be missing CD. May include library marks. Fast Shipping.
