The Art and Science of Negotiation

Howard Raiffa

How can simple analysis help you negotiate better, whether you sit at the table or act as an intervenor?

At a glance

You will be able to spot a zone of agreement, and see why parties sometimes miss a deal that exists
You will notice strategic misrepresentation: exaggerating what you give up and downplaying what you gain
You will understand how time pressure and delay penalties can tilt a negotiation toward the party that can wait