TY  - BOOK
AU  - Raiffa,Howard
AU  - Richardson,John
AU  - Metcalfe,David
TI  - Negotiation analysis: the science and art of collaborative decision making 
SN  - 9780674024144 (pbk.)
AV  - HD58.6 .R342 2007
PY  - 2007///
CY  - Cambridge, Mass., London
PB  - Belknap
KW  - Negotiation in business
KW  - Negotiation
KW  - Decision making
KW  - Game theory
N1  - Includes bibliographical references (p. [523]-530); Fundamentals: Decision perspectives; Decision analysis; Behavioral decision theory; Game theory; Negotiation analysis -- Two-party distributive (win-lose) negotiations: Elmtree House; Distributive negotiations, the basic problem; Introducing complexities, uncertainty; Introducing complexities, time; Auctions and bids -- Two-party integrative (win-win) negotiations: Template design; Template evaluation; Template analysis (I); Template analysis (II); Behavioral realities; Noncooperative others -- External help: Mostly facilitation and mediation; Arbitration, conventional and nonconventional; What is fair?; Parallel negotiations -- Many parties: Group decisions; Consensus; Coalitions; Voting; Pluralistic parties; Multiparty interventions; Social dilemmas.
ER  -