THE ART AND SCIENCE OF NEGOTIATION HOWARD RAIFFA PDF

Economics Review quote Raiffa deftly weaves together case-style vignettes of negotiating situations with a few analytical threads drawn from the theory of games, decision making under uncertainty, and fair division. Written with clarity and verve while avoiding technicalities, it strikes a nice balance between analysis and anecdote. A fascinating book Its expositional style is also refreshing, achieving a perfect balance between academic respectability and general readability Hey "Economica" [A] fascinating book

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January 24, — July 8, Brief Biography Howard Raiffa is an influential decision scientist and operations researcher. He therefore joined the Ground Control Approach Program to become an officer with special radar training. After the war, Raiffa went to the University of Michigan to receive a degree in actuarial mathematics. He remained with the university for his graduate education, earning an MS in and a PhD in mathematics in Raiffa supplemented his studies with a research assistant position for an Office of Naval Research-sponsored program.

Graduating too late to accept a teaching position for the academic year, Raiffa participated in an postdoctoral, interdisciplinary seminar on mathematics and psychology. It was here where he was introduced to decision theory and the statistical study of making choices.

In , he joined the Department of Mathematical Statistics at Columbia University and further pursued the study of games and decision analysis. Duncan Luce. To this day, the book remains a classic source for the basic concepts and results of game theory and decision making under uncertainty. Much of what Raiffa brought to the classroom developed into important decision theory educative topics and techniques. Though his business students were incredibly bright, they were not mathematically sophisticated.

Raiffa therefore formulated most problems in terms of decision trees, which later became the standard of decision analysis education.

Many of his books are built upon his course material. In the s and s, Raiffa served as the first Director of the International Institute for Applied Systems Analysis and published a number of important articles and books.

He and Ralph Keeney were jointly awarded the Frederick W. It has since been translated into over sixteen different languages. Raiffa has received a number of honors and awards for his contributions to OR and decision analysis.

For more information about this title and many other Springer publications in Operations Research, please click here. Keeney R.

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Howard Raiffa

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. 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.

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The Art and Science of Negotiation

Howard Raiffa around He pioneered what became known as decision science. Richard A. He was Kennedy School of Government at Harvard now the Harvard Kennedy School and a member of the university faculty for 37 years, pioneered what became known as decision science — an academic discipline that encompasses negotiating techniques, conflict resolution, risk analysis and game theory. He was an innovative and often abstruse theoretician, but he applied his postulates to real-world cases of conflict, cooperation and compromise in planning curriculums, publishing guidebooks and making videos. He was also the founding director, in , of the International Institute for Applied Systems Analysis, a joint American-Soviet research organization that explored energy, pollution and other issues as a cooperative venture during the Cold War.

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