The art and science of negotiation
Bibliographic Data
| ID | 9903403 |
|---|---|
| Authors | Joseph Frankel (0000-0002-7817-513X, University of Southampton, corresponding author) |
| Year | 1983 |
| Volume | 59 |
| Issue | 3 |
| Pages | 478-479 |
| Publication date | 1983-01-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | REVIEW |
| Review of | The art and science of negotiation, Howard Raiffa, 1982 |
| Venue | International Affairs (JOURNAL) |
| Journal identifiers | ISSN: 0020-5850 • E-ISSN: 1468-2346 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.2307/2618810 |
| OpenAlex | W2330424826 |
| Language | EN |
Journal Article The art and science of negotiation Get access The art and science of negotiation. By Howard Raiffa. Cambridge, Mass., London: Harvard University Press. 1982. 373pp. Index. £16.00. Joseph Frankel Joseph Frankel 1University of Southampton Search for other works by this author on: Oxford Academic Google Scholar International Affairs, Volume 59, Issue 3, July 1983, Pages 478–479, https://doi.org/10.2307/2618810 Published: 01 July 1983
Art · Art history · Index (typography · Library science · Media studies · Negotiation · Political science · Sociology · World Wide Web · Computer Science · Conflict Management and Negotiation · Law
Negotiating interests or values and reaching integrative agreements
Thinking Beyond the Bargaining Table
Gender differences in distributive negotiation
Developing Buyer-Seller Relationships
Multi-Agent Contract Negotiation
Planning In the Face of Conflict
The production of power and knowledge in mediation
Reflective Democracy
Interdependence, social motives, and outcome satisfaction in multiparty negotiation
Inventive Multi-Issue Negotiation
Beyond the First Offer
Optimizing Counteroffers
Who is Best at Mediating a Social Conflict? Comparing Robots, Screens and Humans
Critical Moments Reconsidered
A Practical Guide to Negotiation Simulation Writing
One Step Ahead
Negotiator Consistency, Counterpart Consistency, and Reciprocity in Behavior Across Partners
The interests of China, India, and Japan in the negotiations of the Regional Comprehensive Economic Partnership
Barriers to Conflict Resolution
First offers as anchors
What do I get? How do states’ negotiation alternatives influence the concessions they receive in multilateral negotiations
Culture, International Affairs, and Multilateral Peacekeeping
From government-led to community-based peace process
Entre cohérence et efficacité
Three islands of knowledge about negotiation in international organizations
Regulatory Negotiation versus Conventional Rule Making
Power and fairness in negotiations
Justice and power in civil law negotiations
Emotions in Negotiation
Determinants of buyers' aspiration and reservation price
A Reconceptualization of Distributive Bargaining with an Experiential Exercise
Power, costs, collective action, bargaining, and solidarity
The Role of Evolution in Ethnocentric Conflict and Its Management
Information exchange in negotiation
Preferences and Power in the European Community
Liberal Intergovernmentalism and Integration
Bounded Rationality and the Diffusion of Modern Investment Treaties
Negotiation arithmetic
Diplomacy and domestic politics
Negotiating Peace with Your Enemy
Play It Again, Sam! Teaching Transferable Skills Through Multiple Repetitions of ‘Simple’ Simulations (With Research Benefits)
The Influence of Cultural Activity Types on Buyer-Seller Negotiations
Going for Broke” on Palestine
Issue Salience and Controversy
Relationships between Negotiators
Soft Power, Bias and Manipulation of International Organizations in International Mediation
The Place of Self‐Interest and the Role of Power in Deliberative Democracy
Explaining Conflict Transformation
Political Science
The multiple faces of conflict in organizations
Normative conflict management theories
Conflict research as schizophrenia
Contemporary research directions in the study of negotiations in organizations
Tracking managerial conflict adaptivity
Culture and getting to yes
From Preparation to Performance
Exploring the Feasibility of Mediated Final Offer Arbitration As a Technique for Managing “Gridlocked” Environmental Conflict
Network Power in Collaborative Planning
Mediated Negotiation in the Public Sector
Stormy seas
Partial security regimes and verification of compliance
Public management
The politics of requesting
Os limites do poder negocial da França na UE
Save More TomorrowTM
Power Politics and the Free Trade Bandwagon
Issue Flexibility in Negotiating Internal War
| Citation velocity | historical |
|---|---|
| Highly cited | No |