Howard Raiffa

HOWARD RAIFFA

Raiffa
Books

"There is no shortage of disputes."^1a

" . . . [I]t’s not what is said in negotiations that counts, but what isn’t said. Very often the strategic essence of a negotiation exercise is merely a waiting game with self-imposed penalties (embarrassment) for delays."^1b*

A final word of advice: don’t gloat about how well you have done."^1c

. . . [I]n most conflicts, the main part of the problem – and a necessary preliminary to analysis – consists in getting people to talk and listen to one another."^1d

Disputants often fare poorly when they each act greedily and deceptively."^1e BUDDHA

Executives . . . frequently assert that they’re not interested in the role of the intervenor in conflicts because that’s not what they do as businessmen. It always gives me special pleasure when, during seminars on negotiation, such executives realize that mediating conflict is what they do all the time in the internal management of their organizations. Executives rarely think of themselves as mediators, even while they mediate."^1f DRUCKER

Often, disputants fail to reach an agreement when, in fact, a compromise does exist that could be to the advantage of all concerned. And the agreements they do make are frequently inefficient: they could have made others that they all would have preferred. It is here that systematic analysis can be of service to the negotiator, facilitator, mediator, arbitrator, and rules manipulator."^1e


	Howard Raiffa (1924- ). The Art & Science of Negotiation. The President and Fellows of Harvard College, 1982. Cambridge, MA: Harvard University Press. SEARCH BUY IT

Negotiation Analysis: The Science and Art of Collaborative Decision Making.

Howard Raiffa, John Richardson, and David Metcalfe. Negotiation Analysis: The Science and Art of Collaborative Decision Making.
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Smart Choices: A Practical Guide to Making Better Decisions.

John S. Hammond, Ralph L. Keeney, and Howard Raiffa. Smart Choices: A Practical Guide to Making Better Decisions.
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Decision Making: Descriptive, Normative, and Prescriptive Interactions.

David E. Bell, Howard Raiffa, Amos Tversky. Decision Making: Descriptive, Normative, and Prescriptive Interactions.
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Decisions with Multiple Objectives: Preferences and Value Trade-offs.

Ralph L. Keeney, Howard Raiffa, and Richard Meyer, Decisions with Multiple Objectives: Preferences and Value Trade-offs.
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Applied Statistical Decision Theory.

Howard Raiffa and Robert Schlaifer. Applied Statistical Decision Theory.
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Introduction to Statistical Decision Theory.

John W. Pratt, Howard Raiffa, and Robert Schlaifer. Introduction to Statistical Decision Theory.
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Harvard Business Review on Decision Making.

Peter F. Drucker, Howard Raiffa, Alden M. Hayashi, John S. Hammond, and Ralph L. Keeney. Harvard Business Review on Decision Making.
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Interesting Link
Howard Raiffa, Co-Director of the Negotiation Roundtable
http://www.pon.harvard.edu/about/scommittee/hraiffa.php3

Program on Negotiation (PON) at Harvard Law School.
PON is a consortium of faculty, students, and staff at Harvard University, Massachusetts Institute of Technology, and Tufts University.
http://www.pon.harvard.edu/main/home/index.php3

* Italics in the original.

² Howard Raiffa (b. 1924 ). The Art & Science of Negotiation. The President and Fellows of Harvard College, 1982. Cambridge, MA: Harvard University Press.
^a Part I: Overview, at 7.
^b Part II: Two Parties, One Issue. Chp. 6: The Role of Time, at 78.
^c Ibid., Chp. 9: Advice for Negotiators, at 130.
^dPart V: General Concerns. Chp. 24: Getting People to Communicate, at 337.
^e Ibid., Chp 25: Ethical and Moral Issues, at 345.
^f Ibid., Epilogue, at 357.
^g Ibid., at 358.

MK-BOOKS-RAIFFA-20040412.