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HOWARD
RAIFFA
Macroknow Library |
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The Art & Science
of Negotiation.
"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
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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
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*
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.
d Part 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.
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