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The Art and science of negotiation

Author: Raiffa, Howard Publisher: Belknap Press, 1982.Language: EnglishDescription: 373 p. ; 25 cm.ISBN: 0674048121Type of document: Book
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Book Doriot Library
Main Collection
Print BF637 .N4 R34 1982
(Browse shelf)
000282818
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Book Doriot Library
Main Collection
Print BF637 .N4 R34 1982
(Browse shelf)
000207880
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Book Doriot Library
Main Collection
Print BF637 .N4 R34 1982
(Browse shelf)
000206643
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Book Doriot Library
Main Collection
Print BF637 .N4 R34 1982
(Browse shelf)
000196844
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Book Doriot Library
Main Collection
Print BF637 .N4 R34 1982
(Browse shelf)
000034763
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Book Doriot Library
Main Collection
Print BF637 .N4 R34 1982
(Browse shelf)
001039670
Checked out 12/04/2017
Book Tanoto Library
Textbook Collection
Print BF637 .N4 R34 1982
(Browse shelf)
900001839
Consultation only
Book (short loan) Tanoto Library
Textbook Collection
Print BF637 .N4 R34 1982
(Browse shelf)
900001821
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Book (short loan) Tanoto Library
Textbook Collection
Print BF637 .N4 R34 1982
(Browse shelf)
900001813
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Digitized

Contents Prologue 1 Part I: Overview 1 2 Some Organizing Questions 11 Research Perspectives 20 Part II: Two Parties, One Issue Elmtree House 35 Analytical Models and Empirical Results Settling Out of Court 66 The Role of Time 78 Acquisitions and Mergers 91 Third-Party Intervention 108 Advice for Negotiators 119 44 Part III: Two Parties, Many Issues 10 11 12 13 AMPO versus City 133 Tradeoffs and Concessions 148 The Panama Canal Negotiations 166 Risk Sharing and Insecure Contracts 187 x/CONTENTS 14 15 16 The Camp David Negotiations 205 Mediation of Conflicts 218 Arbitration of Disputes 235 Part IV: Many Parties, Many Issues 17 18 19 20 21 22 23 Coalition Analysis 257 The Law of the Sea Fair Division 288 Willingness to Pay for a Public Good The Mariner Space Probes 318 Voting 327 300 Environmental Conflict Resolution 310 275 Part V: General Concerns 24 25 Getting People to Communicate 337 Ethical and Moral Issues 344 Epilogue 357 Bibliography 361 Index 369

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