{"product_id":"the-art-and-science-of-negotiation-9780674048126","title":"The Art and Science of Negotiation","description":"\u003cp\u003eWhether you are selling a house  closing a business deal  settling a divorce  arbitrating a labor dispute  or trying to hammer out no international treaty  Howard Raiffas new book will measurably improve your negotiating skills. Although it is a sophisticated self-help book--directed to the lawyer  labor arbitrator  business executive  college dean  diplomat--it is not cynical or Machiavellian: Raiffa emphasizes problems and situations where  with the kinds of skills he aims to develop  disputants can achieve results that are beneficial to all parties concerned. Indeed  he argues that the popular \"zero-sum\" way of thinking  according to which one side must lose if the other wins  often makes both sides worse off than they would be when bargaining for joint mutual gains. Using a vast array of specific cases and clear  helpful diagrams  Raiffa not only elucidates the step-by-step processes of negotiation but also translates this deeper understanding into practical guidelines for negotiators and \"intervenors.\" He examines the mechanics of negotiation in imaginative fashion  drawing on his extensive background in game theory and decision analysis  on his quarter-century of teaching nonspecialists in schools of business and public policy  on his personal experiences as director of an international institute dealing with East\/West problems  and on the results of simulated negotiation exercises with hundreds of participants. There are popular books on the art of winning and scholarly books on the science of negotiation  but this is the first book to bridge the two currents. Shrewd  accessible  and engagingly written  it shows how a little analysis sprinkled with a touch of art can work to the advantage of any negotiator.\u003c\/p\u003e","brand":"My Store","offers":[{"title":"Default Title","offer_id":45647077802037,"sku":"ByrdShop_0674048121","price":67.83,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0627\/8139\/0901\/files\/9780674048126.jpg?v=1781687924","url":"https:\/\/atxbooks.com\/products\/the-art-and-science-of-negotiation-9780674048126","provider":"ATX Books","version":"1.0","type":"link"}