The following text field will produce suggestions that follow it as you type.

Popular Categories

Art and Science of Negotiation by Howard Raiffa, Paperback | Indigo Chapters

Compare Art and Science of Negotiation by Howard Raiffa, Paperback | Indigo Chapters

Howard Raiffa

$47.50

Whether you are selling a house, closing a business deal, settling a divorce, arbitrating a labor dispute, or trying to hammer out no international treaty, Howard Raiffa's new book will measurably improve your negotiating skills. 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. Indeed, he argues that the popular "zero-sum" way of thinking, according to which one side must lose if the other wins, often makes both sides worse off than they would be when bargaining for joint mutual gains. Using a vast array of specific cases and clear, helpful diagrams, Raiffa not only elucidates the step-by-step processes of negotiation but also translates this deeper understanding into practical guidelines for negotiators and "intervenors." He examines the mechanics of negotiation in imaginative fashion, drawing on his extensive background in game theory and decision analysis, on his quarter-century of teaching nonspecialists in schools of business and public policy, on his personal experiences as director of an international institute dealing with East/West problems, and on the results of simulated negotiation exercises with hundreds of participants. 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. | Art and Science of Negotiation by Howard Raiffa, Paperback | Indigo Chapters

Compare more products to Howard Raiffa

Negotiation Analysis by Howard Raiffa, Paperback | Indigo Chapters
Loading Inventory...

Negotiation Analysis by Howard Raiffa, Paperback | Indigo Chapters

Coles

Current price: $58.50
The Art of Negotiation by Nick Anderson, Paperback | Indigo Chapters
Loading Inventory...

The Art of Negotiation by Nick Anderson, Paperback | Indigo Chapters

Coles

Current price: $18.50
Sweet Negotiations by Russell R. Menard, Paperback | Indigo Chapters
Loading Inventory...

Sweet Negotiations by Russell R. Menard, Paperback | Indigo Chapters

Coles

Current price: $40.95
Negotiating Rationally by Max H. Bazerman, Paperback | Indigo Chapters
Loading Inventory...

Negotiating Rationally by Max H. Bazerman, Paperback | Indigo Chapters

Coles

Current price: $25.99
Managing Negotiations by Thorsten Reiter, Paperback | Indigo Chapters
Loading Inventory...

Managing Negotiations by Thorsten Reiter, Paperback | Indigo Chapters

Coles

Current price: $73.95
Managing Negotiations by Thorsten Reiter, Hardcover | Indigo Chapters
Loading Inventory...

Managing Negotiations by Thorsten Reiter, Hardcover | Indigo Chapters

Coles

Current price: $266.50
Skilled Negotiation by James Johnson, Paperback | Indigo Chapters
Loading Inventory...

Skilled Negotiation by James Johnson, Paperback | Indigo Chapters

Coles

Current price: $19.50
Effective Negotiation by Ray Fells, Paperback | Indigo Chapters
Loading Inventory...

Effective Negotiation by Ray Fells, Paperback | Indigo Chapters

Coles

Current price: $91.95
The Negotiation Book by Steve Gates, Paperback | Indigo Chapters
Loading Inventory...

The Negotiation Book by Steve Gates, Paperback | Indigo Chapters

Coles

Current price: $22.99
International Negotiation by Evangelos Raftopoulos, Hardcover | Indigo Chapters
Loading Inventory...

International Negotiation by Evangelos Raftopoulos, Hardcover | Indigo Chapters

Coles

Current price: $157.95
The Practical Negotiator by I. William Zartman, Paperback | Indigo Chapters
Loading Inventory...

The Practical Negotiator by I. William Zartman, Paperback | Indigo Chapters

Coles

Current price: $50.86
Learning To Negotiate by Georg Berkel, Paperback | Indigo Chapters
Loading Inventory...

Learning To Negotiate by Georg Berkel, Paperback | Indigo Chapters

Coles

Current price: $39.04
Negotiating Space by Barbara H. Rosenwein, Paperback | Indigo Chapters
Loading Inventory...

Negotiating Space by Barbara H. Rosenwein, Paperback | Indigo Chapters

Coles

Current price: $48.95
Strategic Negotiation by Joshua Gordon, Paperback | Indigo Chapters
Loading Inventory...

Strategic Negotiation by Joshua Gordon, Paperback | Indigo Chapters

Coles

Current price: $63.95
Negotiation Genius by Deepak Malhotra, Paperback | Indigo Chapters
Loading Inventory...

Negotiation Genius by Deepak Malhotra, Paperback | Indigo Chapters

Coles

Current price: $27.99
Powered by Adeptmind