The Art and Science of Negotiation — Howard Raiffa | Harvard University PressStephen E. Fienberg More by Stephen E. Fienberg Search this author in:. Since , Raiffa has been a member of the faculty at Harvard University, where he is now the Frank P. A pioneer in the creation of the field known as decision analysis, his research interests span statistical decision theory, game theory, behavioral decision theory, risk analysis and negotiation analysis. Raiffa has supervised more than 90 doctoral dissertations and written 11 books. Raiffa helped to create the International Institute for Applied Systems Analysis and he later became its first Director, serving in that capacity from to
The Art of Negotiation
This book. The Art and Science of Negotiation, is not connected with Mr. Nierenberg's work or programs. Bibliography: p. Includes index. Diplomatic negotiations in international disputes.
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Although it is a sophisticated self-help book—directed to the lawyer, labor arbitrator, business executive, college dean, diplomat—it is not cynical or Machiavellian: Raiffa emphasizes problems and situations where, with the kinds of skills he aims to develop, disputants can achieve results that are beneficial to all parties concerned. There are popular books on the art of winning and scholarly books on the science of negotiation, but this is the first book to bridge the two currents. Shrewd, accessible, and engagingly written, it shows how a little analysis sprinkled with a touch of art can work to the advantage of any negotiator. Who Needs an Author? In his new book Author Unknown: The Power of Anonymity in Ancient Rome , classicist Tom Geue asks us to work with anonymity rather than against it and to appreciate the continuing power of anonymity in our own time. Here, he discusses the history—and strength—of anonymous works of literature. Richar ….
Meet the Experts: The Science of Negotiation with Dr. Neale
After service in the Army Air Forces during World War II, Raiffa received a bachelor's degree in mathematics in , a master's degree in statistics in and a PhD in mathematics in , all from the University of Michigan. Gamble A, in which you bet on the outcome of a fight between the world's greatest boxer and the world's greatest wrestler in a ring fight. Assume you are fairly ignorant about martial arts and would have great difficulty making a choice of who to bet on. You place your choice in a sealed envelope, which is opened after the game. Gamble B.