Negotiation Analysis

Negotiation Analysis

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The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful 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.Case Study: The Sorensen Chevrolet File Background Debra Anderson, a young married student of nineteen, picked up her automobile from the repair shop of Sorensen Chevrolet not realizing that her left front headlight was inoperative, anbsp;...

Title:Negotiation Analysis
Author:Howard Raiffa, John Richardson, David Metcalfe
Publisher:Harvard University Press - 2002


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