Negotiation Analysis 在线电子书 pdf 下载 txt下载 epub 下载 mobi 下载 2024

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Howard Raiffa 作者

Belknap Press

译者

2007-3-31 出版日期

576 页数

USD 39.50 价格

Paperback

丛书系列

9780674024144 图书编码

Negotiation Analysis 在线电子书图书标签: 谈判说服談判美國博弈论博弈論博弈 negotiation

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发表于2024-12-23

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Negotiation Analysis 在线电子书 epub 下载 mobi 下载 pdf 下载 txt 下载 2024

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Negotiation Analysis 在线电子书图书描述

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 analysis, 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, 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. 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 it 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.

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