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8%OFFHoward Raiffa - The Art and Science of Negotiation - 9780674048133 - V9780674048133
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The Art and Science of Negotiation

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Description for The Art and Science of Negotiation Paperback. A study of the mechanics, practice, and application of negotiation explains the processes of negotiation and offers practical instruction in developing and improving negotiation skills. Num Pages: 384 pages, 48 line illustrations, 37 tables. BIC Classification: KJN. Category: (P) Professional & Vocational; (UP) Postgraduate, Research & Scholarly; (UU) Undergraduate. Dimension: 235 x 157 x 24. Weight in Grams: 452.
Whether you are selling a house, closing a business deal, settling a divorce, arbitrating a labor dispute, or trying to hammer out an 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 ... Read more

Product Details

Publisher
Harvard University Press
Number of pages
384
Format
Paperback
Publication date
1990
Condition
New
Weight
441g
Number of Pages
384
Place of Publication
Cambridge, Mass., United States
ISBN
9780674048133
SKU
V9780674048133
Shipping Time
Usually ships in 4 to 8 working days
Ref
99-3

About Howard Raiffa
Howard Raiffa was Frank P. Ramsey Professor of Managerial Economics, Emeritus, at Harvard Business School and Harvard's Kennedy School of Government.

Reviews for The Art and Science of Negotiation
The Art and Science of Negotiation is a quantum leap forward in the state of the art...[Raiffa] employs a classroom wizard's mastery over the hypothetical question to analyze in lively case studies and problems the essential characteristics of various forms of interactive competitive bargaining.
Eric D. Green American Bar Association Journal Raiffa deftly weaves together case-style vignettes of negotiating ... Read more

Goodreads reviews for The Art and Science of Negotiation


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