Negotiation analysis: the science and art of collaborative decision making
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Cambridge, Mass. [u.a.]
Harfvard Univ. Pr.
2007
|
| Edition: | 1. paperback ed. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Item Description: | Includes bibliographical references (p. [523]-530) and index |
| Physical Description: | XIV, 548 S. graph. Darst. |
| ISBN: | 9780674024144 0674024141 |
Staff View
MARC
| LEADER | 00000nam a2200000zc 4500 | ||
|---|---|---|---|
| 001 | BV023377232 | ||
| 003 | DE-604 | ||
| 005 | 20080729 | ||
| 007 | t | ||
| 008 | 080703s2007 xxud||| |||| 00||| eng d | ||
| 020 | |a 9780674024144 |9 978-0-6740-2414-4 | ||
| 020 | |a 0674024141 |9 0-6740-2414-1 | ||
| 035 | |a (OCoLC)476081885 | ||
| 035 | |a (DE-599)BVBBV023377232 | ||
| 040 | |a DE-604 |b ger |e aacr | ||
| 041 | 0 | |a eng | |
| 044 | |a xxu |c US | ||
| 049 | |a DE-19 |a DE-188 |a DE-11 |a DE-1102 | ||
| 082 | 0 | |a 658.4052 |2 22 | |
| 084 | |a QH 435 |0 (DE-625)141585: |2 rvk | ||
| 100 | 1 | |a Raiffa, Howard |d 1924-2016 |e Verfasser |0 (DE-588)119344513 |4 aut | |
| 245 | 1 | 0 | |a Negotiation analysis |b the science and art of collaborative decision making |c Howard Raiffa with John Richardson, David Metcalfe |
| 250 | |a 1. paperback ed. | ||
| 264 | 1 | |a Cambridge, Mass. [u.a.] |b Harfvard Univ. Pr. |c 2007 | |
| 300 | |a XIV, 548 S. |b graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Includes bibliographical references (p. [523]-530) and index | ||
| 650 | 4 | |a beslutninger | |
| 650 | 4 | |a beslutningsprocesser | |
| 650 | 4 | |a decision making | |
| 650 | 4 | |a forhandlinger | |
| 650 | 4 | |a forhandlingsteknik | |
| 650 | 4 | |a game theory | |
| 650 | 4 | |a negotiation in business | |
| 650 | 4 | |a negotiation technique | |
| 650 | 4 | |a spilteori | |
| 650 | 0 | 7 | |a Spieltheorie |0 (DE-588)4056243-8 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Verhandlungstheorie |0 (DE-588)4139583-9 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Verhandlungstechnik |0 (DE-588)4134584-8 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Unternehmen |0 (DE-588)4061963-1 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Entscheidungsfindung |0 (DE-588)4113446-1 |2 gnd |9 rswk-swf |
| 689 | 0 | 0 | |a Unternehmen |0 (DE-588)4061963-1 |D s |
| 689 | 0 | 1 | |a Verhandlungstheorie |0 (DE-588)4139583-9 |D s |
| 689 | 0 | 2 | |a Spieltheorie |0 (DE-588)4056243-8 |D s |
| 689 | 0 | 3 | |a Entscheidungsfindung |0 (DE-588)4113446-1 |D s |
| 689 | 0 | |5 DE-604 | |
| 689 | 1 | 0 | |a Verhandlungstheorie |0 (DE-588)4139583-9 |D s |
| 689 | 1 | |5 DE-188 | |
| 689 | 2 | 0 | |a Verhandlungstechnik |0 (DE-588)4134584-8 |D s |
| 689 | 2 | 1 | |a Entscheidungsfindung |0 (DE-588)4113446-1 |D s |
| 689 | 2 | 2 | |a Spieltheorie |0 (DE-588)4056243-8 |D s |
| 689 | 2 | |5 DE-188 | |
| 700 | 1 | |a Richardson, John |e Sonstige |4 oth | |
| 700 | 1 | |a Metcalfe, David |e Sonstige |4 oth | |
| 856 | 4 | 2 | |m HBZ Datenaustausch |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016560394&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-016560394 | ||
Record in the Search Index
| _version_ | 1804137747933298688 |
|---|---|
| adam_text | Titel: Negotiation analysis
Autor: Raiffa, Howard
Jahr: 2007
Contents
PREFACE XI
Part I. Fundamentals 1
1. Decision Perspectives 3
On four approaches to decision making
2. Decision Analysis 14
On how individuals should and could decide
3. Behavioral Decision Theory 33
On the psychology of decisions; on how real people do decide
4. Game Theory 53
On how rational beings should decide separately
in interactive situations
5. Negotiation Analysis 81
On how you should and could collaborate with others
Part II. Two-Party Distributive (Win-Lose) Negotiations 97
6. Elmtree House 99
On setting the stage for adversarial bargaining
7. Distributive Negotiations: The Basic Problem 109
On the essence of noncooperative, win-lose negotiations
8. Introducing Complexities: Uncertainty 129
On deciding to settle out of court
and other problems of choice under uncertainty
vin
Contents
9. Introducing Complexities: Time 149
On entrapments and downward escalation;
on real and virtual strikes
10. Auctions and Bids 165
On comparing different auction and competitive bidding procedures
Part III. Two-Party Integrative (Win-Win) Negotiations 191
11. Template Design 195
On brainstorming alone and together; on deciding what must be decided
12. Template Evaluation 213
On deciding what you need and want
13. Template Analysis (I) 226
On finding a joint compromise for a special simple case
14. Template Analysis (II) 249
On finding a joint compromise for the general case
15. Behavioral Realities 269
On learning how people do negotiate in the laboratory
and the real world
16. Noncooperative Others 288
On how to tackle noncooperative adversaries
Part IV. External Help 307
17. Mostly Facilitation and Mediation 311
On helping with people problems
18. Arbitration: Conventional and Nonconventional 328
On how a neutral joint analyst might help
19. What Is Fair? 348
On principles for deciding joint outcomes
20. Parallel Negotiations 365
On negotiating without Negotiating
Part V. Many Parties 385
21. Group Decisions 389
On organizing and managing groups
Contents
22. Consensus 407
On how to achieve a shared agreement for all
23. Coalitions 430
On the dynamics of splitting and joining subgroups
24. Voting 450
On anomalies of collective action based on voting schemes
25. Pluralistic Parties 465
On dealing with parties fractured by internal conflict
26. Multiparty Interventions 484
On the role of external helpers in multiparty negotiations
27. Social Dilemmas 507
On the conflict between self-interest and group interest
REFERENCES 523
NOTE ON SOURCES 531
INDEX 535
|
| adam_txt |
Titel: Negotiation analysis
Autor: Raiffa, Howard
Jahr: 2007
Contents
PREFACE XI
Part I. Fundamentals 1
1. Decision Perspectives 3
On four approaches to decision making
2. Decision Analysis 14
On how individuals should and could decide
3. Behavioral Decision Theory 33
On the psychology of decisions; on how real people do decide
4. Game Theory 53
On how rational beings should decide separately
in interactive situations
5. Negotiation Analysis 81
On how you should and could collaborate with others
Part II. Two-Party Distributive (Win-Lose) Negotiations 97
6. Elmtree House 99
On setting the stage for adversarial bargaining
7. Distributive Negotiations: The Basic Problem 109
On the essence of noncooperative, win-lose negotiations
8. Introducing Complexities: Uncertainty 129
On deciding to settle out of court
and other problems of choice under uncertainty
vin
Contents
9. Introducing Complexities: Time 149
On entrapments and downward escalation;
on real and virtual strikes
10. Auctions and Bids 165
On comparing different auction and competitive bidding procedures
Part III. Two-Party Integrative (Win-Win) Negotiations 191
11. Template Design 195
On brainstorming alone and together; on deciding what must be decided
12. Template Evaluation 213
On deciding what you need and want
13. Template Analysis (I) 226
On finding a joint compromise for a special simple case
14. Template Analysis (II) 249
On finding a joint compromise for the general case
15. Behavioral Realities 269
On learning how people do negotiate in the laboratory
and the real world
16. Noncooperative Others 288
On how to tackle noncooperative adversaries
Part IV. External Help 307
17. Mostly Facilitation and Mediation 311
On helping with people problems
18. Arbitration: Conventional and Nonconventional 328
On how a neutral joint analyst might help
19. What Is Fair? 348
On principles for deciding joint outcomes
20. Parallel Negotiations 365
On negotiating without Negotiating
Part V. Many Parties 385
21. Group Decisions 389
On organizing and managing groups
Contents
22. Consensus 407
On how to achieve a shared agreement for all
23. Coalitions 430
On the dynamics of splitting and joining subgroups
24. Voting 450
On anomalies of collective action based on voting schemes
25. Pluralistic Parties 465
On dealing with parties fractured by internal conflict
26. Multiparty Interventions 484
On the role of external helpers in multiparty negotiations
27. Social Dilemmas 507
On the conflict between self-interest and group interest
REFERENCES 523
NOTE ON SOURCES 531
INDEX 535 |
| any_adam_object | 1 |
| any_adam_object_boolean | 1 |
| author | Raiffa, Howard 1924-2016 |
| author_GND | (DE-588)119344513 |
| author_facet | Raiffa, Howard 1924-2016 |
| author_role | aut |
| author_sort | Raiffa, Howard 1924-2016 |
| author_variant | h r hr |
| building | Verbundindex |
| bvnumber | BV023377232 |
| classification_rvk | QH 435 |
| ctrlnum | (OCoLC)476081885 (DE-599)BVBBV023377232 |
| dewey-full | 658.4052 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.4052 |
| dewey-search | 658.4052 |
| dewey-sort | 3658.4052 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
| edition | 1. paperback ed. |
| format | Book |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>02593nam a2200661zc 4500</leader><controlfield tag="001">BV023377232</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">20080729 </controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">080703s2007 xxud||| |||| 00||| eng d</controlfield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9780674024144</subfield><subfield code="9">978-0-6740-2414-4</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">0674024141</subfield><subfield code="9">0-6740-2414-1</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)476081885</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV023377232</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">aacr</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="044" ind1=" " ind2=" "><subfield code="a">xxu</subfield><subfield code="c">US</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-19</subfield><subfield code="a">DE-188</subfield><subfield code="a">DE-11</subfield><subfield code="a">DE-1102</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">658.4052</subfield><subfield code="2">22</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QH 435</subfield><subfield code="0">(DE-625)141585:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Raiffa, Howard</subfield><subfield code="d">1924-2016</subfield><subfield code="e">Verfasser</subfield><subfield code="0">(DE-588)119344513</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Negotiation analysis</subfield><subfield code="b">the science and art of collaborative decision making</subfield><subfield code="c">Howard Raiffa with John Richardson, David Metcalfe</subfield></datafield><datafield tag="250" ind1=" " ind2=" "><subfield code="a">1. paperback ed.</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Cambridge, Mass. [u.a.]</subfield><subfield code="b">Harfvard Univ. Pr.</subfield><subfield code="c">2007</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">XIV, 548 S.</subfield><subfield code="b">graph. Darst.</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="500" ind1=" " ind2=" "><subfield code="a">Includes bibliographical references (p. [523]-530) and index</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">beslutninger</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">beslutningsprocesser</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">decision making</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">forhandlinger</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">forhandlingsteknik</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">game theory</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">negotiation in business</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">negotiation technique</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">spilteori</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Spieltheorie</subfield><subfield code="0">(DE-588)4056243-8</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Verhandlungstheorie</subfield><subfield code="0">(DE-588)4139583-9</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Verhandlungstechnik</subfield><subfield code="0">(DE-588)4134584-8</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Unternehmen</subfield><subfield code="0">(DE-588)4061963-1</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Entscheidungsfindung</subfield><subfield code="0">(DE-588)4113446-1</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Unternehmen</subfield><subfield code="0">(DE-588)4061963-1</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="1"><subfield code="a">Verhandlungstheorie</subfield><subfield code="0">(DE-588)4139583-9</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="2"><subfield code="a">Spieltheorie</subfield><subfield code="0">(DE-588)4056243-8</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="3"><subfield code="a">Entscheidungsfindung</subfield><subfield code="0">(DE-588)4113446-1</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="689" ind1="1" ind2="0"><subfield code="a">Verhandlungstheorie</subfield><subfield code="0">(DE-588)4139583-9</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="1" ind2=" "><subfield code="5">DE-188</subfield></datafield><datafield tag="689" ind1="2" ind2="0"><subfield code="a">Verhandlungstechnik</subfield><subfield code="0">(DE-588)4134584-8</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="2" ind2="1"><subfield code="a">Entscheidungsfindung</subfield><subfield code="0">(DE-588)4113446-1</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="2" ind2="2"><subfield code="a">Spieltheorie</subfield><subfield code="0">(DE-588)4056243-8</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="2" ind2=" "><subfield code="5">DE-188</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Richardson, John</subfield><subfield code="e">Sonstige</subfield><subfield code="4">oth</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Metcalfe, David</subfield><subfield code="e">Sonstige</subfield><subfield code="4">oth</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">HBZ Datenaustausch</subfield><subfield code="q">application/pdf</subfield><subfield code="u">http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016560394&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-016560394</subfield></datafield></record></collection> |
| id | DE-604.BV023377232 |
| illustrated | Illustrated |
| index_date | 2024-07-02T21:15:00Z |
| indexdate | 2024-07-09T21:17:13Z |
| institution | BVB |
| isbn | 9780674024144 0674024141 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-016560394 |
| oclc_num | 476081885 |
| open_access_boolean | |
| owner | DE-19 DE-BY-UBM DE-188 DE-11 DE-1102 |
| owner_facet | DE-19 DE-BY-UBM DE-188 DE-11 DE-1102 |
| physical | XIV, 548 S. graph. Darst. |
| publishDate | 2007 |
| publishDateSearch | 2007 |
| publishDateSort | 2007 |
| publisher | Harfvard Univ. Pr. |
| record_format | marc |
| spelling | Raiffa, Howard 1924-2016 Verfasser (DE-588)119344513 aut Negotiation analysis the science and art of collaborative decision making Howard Raiffa with John Richardson, David Metcalfe 1. paperback ed. Cambridge, Mass. [u.a.] Harfvard Univ. Pr. 2007 XIV, 548 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references (p. [523]-530) and index beslutninger beslutningsprocesser decision making forhandlinger forhandlingsteknik game theory negotiation in business negotiation technique spilteori Spieltheorie (DE-588)4056243-8 gnd rswk-swf Verhandlungstheorie (DE-588)4139583-9 gnd rswk-swf Verhandlungstechnik (DE-588)4134584-8 gnd rswk-swf Unternehmen (DE-588)4061963-1 gnd rswk-swf Entscheidungsfindung (DE-588)4113446-1 gnd rswk-swf Unternehmen (DE-588)4061963-1 s Verhandlungstheorie (DE-588)4139583-9 s Spieltheorie (DE-588)4056243-8 s Entscheidungsfindung (DE-588)4113446-1 s DE-604 DE-188 Verhandlungstechnik (DE-588)4134584-8 s Richardson, John Sonstige oth Metcalfe, David Sonstige oth HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016560394&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Raiffa, Howard 1924-2016 Negotiation analysis the science and art of collaborative decision making beslutninger beslutningsprocesser decision making forhandlinger forhandlingsteknik game theory negotiation in business negotiation technique spilteori Spieltheorie (DE-588)4056243-8 gnd Verhandlungstheorie (DE-588)4139583-9 gnd Verhandlungstechnik (DE-588)4134584-8 gnd Unternehmen (DE-588)4061963-1 gnd Entscheidungsfindung (DE-588)4113446-1 gnd |
| subject_GND | (DE-588)4056243-8 (DE-588)4139583-9 (DE-588)4134584-8 (DE-588)4061963-1 (DE-588)4113446-1 |
| title | Negotiation analysis the science and art of collaborative decision making |
| title_auth | Negotiation analysis the science and art of collaborative decision making |
| title_exact_search | Negotiation analysis the science and art of collaborative decision making |
| title_exact_search_txtP | Negotiation analysis the science and art of collaborative decision making |
| title_full | Negotiation analysis the science and art of collaborative decision making Howard Raiffa with John Richardson, David Metcalfe |
| title_fullStr | Negotiation analysis the science and art of collaborative decision making Howard Raiffa with John Richardson, David Metcalfe |
| title_full_unstemmed | Negotiation analysis the science and art of collaborative decision making Howard Raiffa with John Richardson, David Metcalfe |
| title_short | Negotiation analysis |
| title_sort | negotiation analysis the science and art of collaborative decision making |
| title_sub | the science and art of collaborative decision making |
| topic | beslutninger beslutningsprocesser decision making forhandlinger forhandlingsteknik game theory negotiation in business negotiation technique spilteori Spieltheorie (DE-588)4056243-8 gnd Verhandlungstheorie (DE-588)4139583-9 gnd Verhandlungstechnik (DE-588)4134584-8 gnd Unternehmen (DE-588)4061963-1 gnd Entscheidungsfindung (DE-588)4113446-1 gnd |
| topic_facet | beslutninger beslutningsprocesser decision making forhandlinger forhandlingsteknik game theory negotiation in business negotiation technique spilteori Spieltheorie Verhandlungstheorie Verhandlungstechnik Unternehmen Entscheidungsfindung |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016560394&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT raiffahoward negotiationanalysisthescienceandartofcollaborativedecisionmaking AT richardsonjohn negotiationanalysisthescienceandartofcollaborativedecisionmaking AT metcalfedavid negotiationanalysisthescienceandartofcollaborativedecisionmaking |