Год издания: 2003
Издатель: Harvard University Press, Belknap Press
Количество страниц: 374
В продаже с 18.01.2012
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Whether you are selling a house, closing a business deal, settling a divorce, arbitrating a labor dispute, or trying to hammer out an international treaty, Howard Raiffa's 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...