The Art and science of negotiation
Author: Raiffa, Howard Publisher: Belknap Press, 1982.Language: EnglishDescription: 373 p. ; 25 cm.ISBN: 0674048121Type of document: Book
| Item type | Current location | Collection | Call number | Status | Date due | Barcode | Item holds |
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Asia Campus Textbook Collection |
BF637 .N4 R34 1982
(Browse shelf) 900001839 |
Consultation only | 900001839 | |||
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Asia Campus Textbook Collection |
BF637 .N4 R34 1982
(Browse shelf) 900001821 |
Available | 900001821 | |||
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Asia Campus Textbook Collection |
BF637 .N4 R34 1982
(Browse shelf) 900001813 |
Available | 900001813 | |||
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Europe Campus Main Collection |
BF637 .N4 R34 1982
(Browse shelf) 001039670 |
Available | 001039670 |
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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