Negotiation Analysis

Book Overview

Negotiation Analysis brings together leading experts to bridge theory and practice in the fast-evolving fields of negotiation, game theory, and decision science. Designed for students and practitioners without advanced mathematical training, this volume distills key results from economics, psychology, and game theory that illuminate the dynamics of negotiation.Through accessible essays, the book explores core topics such as fair division, arbitration procedures, strategic incentives, the influence of cognitive biases, coalition formation, and the dangers of escalation. Each chapter illustrates concepts with real-world examples and practical applications, providing readers with frameworks for understanding negotiation processes in business, law, politics, and beyond.Intended as both a supplement to Howard Raiffa's classic The Art and Science of Negotiation and a standalone reference, Negotiation Analysis challenges assumptions and deepens insight into how people reach agreements--or fail to do so--across a wide variety of settings.

• Format: Paperback
• Language: English
• ISBN: 0472081578
• ISBN13: 9780472081578
• Release Date: December 1991
• Publisher: University of Michigan Press
• Length: 216 Pages
• Weight: 0.74 lbs.
• Dimensions: 0.3" x 5.7" x 8.6"