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Negotiation Analysis : The Science and Art of Collaborative Decision Making Издательство: Belknap Press, 2003 г Суперобложка, 576 стр ISBN 0674008901 инфо 2307m.
Negotiation Analysis : The Science and Art of Collaborative Decision Making Издательство: Belknap Press, 2003 г Суперобложка, 576 стр ISBN 0674008901 инфо 2307m.

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 anaахфтрlysis, 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, truthбеыищful 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 бпбзпit 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 Автор Howard Raiffa.


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