Negotiation Analysis

Howard Raiffa was Frank P. Ramsey Professor of Managerial Economics, Emeritus, at Harvard Business School and Harvard’s Kennedy School of Government. John Richardson is a Lecturer and Associate at the Program on Negotiation, Harvard Law School. David Metcalfe is an Analyst at Forrester Research, London, England.

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.

• Preface Part I. Fundamentals 1. Decision Perspectives On four approaches to decision making 2. Decision Analysis On how individuals should and could decide 3. Behavioral Decision Theory On the psychology of decisions; on how real people do decide 4. Game Theory On how rational beings should decide separately in interactive situations 5. Negotiation Analysis On how you should and could collaborate with others Part II. Two-Party Distributive (Win-Lose) Negotiations 6. Elmtree House On setting the stage for adversarial bargaining 7. Distributive Negotiations: The Basic Problem On the essence of noncooperative, win-lose negotiations 8. Introducing Complexities: Uncertainty On deciding to settle out of court and other problems of choice under uncertainty 9. Introducing Complexities: Time On entrapments and downward escalation; on real and virtual strikes 10. Auctions and Bids On comparing different auction and competitive bidding procedures Part III. Two-Party Integrative (Win-Win) Negotiations 11. Template Design On brainstorming alone and together; on deciding what must be decided 12. Template Evaluation On deciding what you need and want 13. Template Analysis (I) On finding a joint compromise for a special simple case 14. Template Analysis (II) On finding a joint compromise for the general case 15. Behavioral Realities On learning how people do negotiate in the laboratory and the real world 16. Noncooperative Others On how to tackle noncooperative adversaries Part IV. External Help 17. Mostly Facilitation and Mediation On helping with people problems 18. Arbitration: Conventional and Nonconventional On how a neutral joint analyst might help 19. What Is Fair? On principles for deciding joint outcomes 20. Parallel Negotiations On negotiating without Negotiating Part V. Many Parties 21. Group Decisions On organizing and managing groups 22. Consensus On how to achieve a shared agreement for all 23. Coalitions On the dynamics of splitting and joining subgroups 24. Voting On anomalies of collective action based on voting schemes 25. Pluralistic Parties On dealing with parties fractured by internal conflict 26. Multiparty Interventions On the role of external helpers in multiparty negotiations 27. Social Dilemmas On the conflict between self-interest and group interest References Note on Sources Index