MARC record from Internet Archive

LEADER: 06494cam 2201093 a 4500
001 ocm08409383
003 OCoLC
005 20090916173041.0
008 820412s1982 maua b 001 0 eng
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082 00 $a158.5$219
082 04 $a302.3$219
084 $a77.63$2bcl
100 1 $aRaiffa, Howard,$d1924-
245 14 $aThe art and science of negotiation /$cHoward Raiffa.
260 $aCambridge, Mass. :$bBelknap Press of Harvard University Press,$c1982.
300 $ax, 373 p. :$bill. ;$c25 cm.
504 $aBibliography: p. 361-368.
500 $aIncludes index.
505 0 $aPt. I. Overview. Some organizing questions -- Research perspectives -- pt. II. Two parties, one issue. Elmtree House Analytical models and empirical results -- Settling out of court -- The role of time -- Acquisitions and mergers -- Third-party intervention -- Advice for negotiators -- pt. III. Two parties, many issues. AMPO versus City -- Tradeoffs and concessions -- The Panama Canal negotiations -- Risk sharing and insecure contracts -- Camp David negotiations -- Mediation of conflicts -- Arbitration of disputes -- pt. IV. Many parties, many issues. Coalition analysis -- The law of the sea -- Fair division -- Willingness to pay for a public good -- Environmental conflict resolution -- The mariner space probes -- Voting -- pt. V. General concerns. Getting people to communicate -- Ethical and moral issues -- Epilogue.
530 $aAlso issued online.
650 0 $aNegotiation.
650 0 $aDiplomatic negotiations in international disputes.
653 $aNegotiation - Manuals
650 7 $aPsicologia Aplicada$2larpcal
650 6 $aNégociations.
650 6 $aNégociations diplomatiques dans les conflits internationaux.
650 17 $aOnderhandelen.$2gtt
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