Negotiation Analysis

Negotiation Analysis

The Science and Art of Collaborative Decision Making

by John Richardson, Howard Raiffa, David Metcalfe

548 pages· ISBN 9780674008908
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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, neutral analysis of their problem.

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