Negotiation Analysis: The Science and Art of Collaborative Decision Making

A giant among experts on negotiation, Howard Raiffa is a professor emeritus at Harvard with double duty at Harvard Business School and the John F. Kennedy School of Government. This book will not give you step-by-step advice on doing deals so much as ideas for framing your approach to the deal in the first place—in ways that can elicit mutual rewards and diminish the potential for conflict. The ideas apply to all sorts of settings, not just business. Be forewarned: There are some mathematical equations sprinkled throughout the pages, since part of the decision-making process relies on game theory. Co-authors Richardson and Metcalfe are at Harvard Law School and Forrester Research, respectively.