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008 910716s1991 miua b s001 0 eng
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050 00 $aHD58.6$b.N438 1991
082 00 $a658.4$220
084 $a85.03$2bcl
245 00 $aNegotiation analysis /$cH. Peyton Young, editor.
260 $aAnn Arbor :$bUniversity of Michigan Press,$c℗♭1991.
300 $avi, 204 pages :$billustrations ;$c24 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
338 $avolume$bnc$2rdacarrier
504 $aIncludes bibliographical references and index.
520 $a"H. Peyton Young has brought together the foremost experts from a variety of disciplines that have a bearing on negotiation analysis. Using techniques and examples drawn from fields including game theory, decision theory, economics, and experimental psychology, the contributors to Negotiation Analysis emphasize careful, systematic thinking about the negotiation process and show how recent work in these areas lends insight into an activity that plays such a central role in modern business, diplomacy, politics, and the law." "Each chapter in Negotiation Analysis focuses on a different aspect of negotiation, building a comprehensive exploration of the process in a wide variety of situations. The major topics are the design of incentives for communicating information, the uses of third parties, the role of fairness arguments in bargaining, the analysis of trade-offs, the effects of cognitive biases, the dangers of escalation, and the dynamics of coalition formation." "The book has been carefully designed and edited to provide a challenging but accessible source of guidance and understanding for readers familiar with introductory theory who wish to deepen their knowledge and to grasp ideas that relate more closely to the real and complicated situations in which most negotiations are conducted."--Jacket.
505 0 $aNegotiation analysis / H. Peyton Young -- Fair division / H. Peyton Young -- Arbitration procedures / Steven J. Brams, D. Marc Kilgour and Samuel Merrill III -- Analysis of incentives in bargaining and mediation / Roger B. Myerson -- Conflictual moves in bargaining: warnings, threats, escalations, and ultimatums / Barry O'Neill -- Negotiator rationality and negotiator cognition: the interactive roles of prescriptive and descriptive research / Max H. Bazerman and Margaret A. Neale -- Structuring and analyzing values for multiple-issue negotiations / Ralph L. Keeney and Howard Raiffa -- Thinking coalitionally: party arithmentic, process opportunism, and strategic sequencing / David A. Lax and James K. Sebenius.
650 0 $aNegotiation in business.
650 0 $aGame theory.
650 0 $aDecision making.
650 6 $aNe gociations (Affaires)
650 6 $aJeux, The orie des.
650 6 $aPrise de de cision.
650 7 $aDecision making.$2fast$0(OCoLC)fst00889035
650 7 $aGame theory.$2fast$0(OCoLC)fst00937501
650 7 $aNegotiation in business.$2fast$0(OCoLC)fst01035573
653 0 $aDecision making
653 0 $aGame theory
653 0 $aNegotiation in business
700 1 $aYoung, H. Peyton,$d1945-
776 08 $iOnline version:$tNegotiation analysis.$dAnn Arbor : University of Michigan Press, ℗♭1991$w(OCoLC)551604284
856 41 $3Table of contents$uhttp://www.gbv.de/dms/hbz/toc/ht004183518.PDF
856 41 $3Table of contents$uhttp://digitool.hbz-nrw.de:1801/webclient/DeliveryManager?pid=1082339&custom_att_2=simple_viewer
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