The Art and Science of Negotiation¶
Raiffa, H. (1982). The Art and Science of Negotiation. Harvard University Press.
Cited by¶
2 citations across 2 artifacts.
Each citation links to the sentence it supports in the citing article.
Primes¶
- Intersection
- In strategy and negotiation it is the bargaining zone — the intersection of each party's acceptable set — and consensus as the intersection of acceptable options.
This sourceTreats the bargaining zone (ZOPA) as the intersection of the parties' acceptable sets, with an empty intersection meaning no agreement is possible.
- In strategy and negotiation it is the bargaining zone — the intersection of each party's acceptable set — and consensus as the intersection of acceptable options.
- Zero Sum Game
- Negotiation and bargaining — the distributive-versus-integrative distinction turns on whether a situation is purely distributive (zero-sum) or has integrative potential; much of negotiation training is teaching parties to find positive-sum opportunities in apparently zero-sum disputes.
This sourceDevelops the distributive-versus-integrative distinction and the practice of finding positive-sum (integrative) opportunities in apparently zero-sum disputes.
- Negotiation and bargaining — the distributive-versus-integrative distinction turns on whether a situation is purely distributive (zero-sum) or has integrative potential; much of negotiation training is teaching parties to find positive-sum opportunities in apparently zero-sum disputes.
Verification¶
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