Name: Negotiation Analysis: The Science and art of Collaborative Decision Making (en Inglés)
Price: 759.21 MXN
Availability: InStock
Author: Howard Raiffa
ISBN: 9780674024144

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portada Negotiation Analysis: The Science and art of Collaborative Decision Making (en Inglés)

Formato

Libro Físico

Editorial

The Belknap Press

Autor

Howard Raiffa

Año

2007

Idioma

Inglés

N° páginas

576

Encuadernación

Tapa Blanda

Peso

ISBN

0674024141

ISBN13

9780674024144

N° edición

Categorías

Negociación empresarial

Negotiation Analysis: The Science and art of Collaborative Decision Making (en Inglés)

Howard Raiffa (Autor) · The Belknap Press · Tapa Blanda

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Origen: Estados Unidos (Costos de importación incluídos en el precio)

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Reseña del libro "Negotiation Analysis: The Science and art of Collaborative Decision Making (en Inglés)"

This masterly book substantially extends Howard Raiffa's earlier classic, The Art and Science of Negotiation. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations. 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. Although analytical in its approach--building from simple hypothetical examples--the book can be understood by those with only a high school background in mathematics. It therefore will have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labor and management, environmentalists and developers, and nations.