James K. Sebenius

Learn to develop a best alternative to a negotiated agreement, clarify and uncover all interests to create opportunities for mutual gain, restore productive dialogue with "appreciative moves" when negotiations stall, differentiate between the relationship and the deal, generate ways to foster relationships based on trust, and think through and plan for how terms of an agreement will carry out in practice. This program is based on the research and writings of James K. Sebenius, Michael Wheeler, Danny Ertel, and other negotiation experts.

In this collection - a tribute to the lifetime intellectual odyssey of Howard Raiffa, world-renowned applied mathematician - leading scholars in economics, psychology, statistics, and decision theory grapple with the perennial question of how to make wise choices. Their answers reflect the unity of the three fields Raiffa pioneered: decision analysis, game theory, and negotiation. The twenty-three papers in this collection address such topics as individual decision making under uncertainty, games of strategy in which one player's actions directly influence another's welfare, and the process of forging negotiated agreements. The contributors, including Thomas C. Schelling of the University of Maryland and Amos Tversky of Stanford, also analyze decisions regarding personal medical problems, national public policies, business investments, and international diplomacy. Whether your challenge is to craft a stock portfolio, forge a diplomatic settlement, or make your technology a standard on the Internet, this volume will help you think deeply and choose wisely.

Examines the negotiation methods of Henry Kissinger, highlighting such diplomatic achievements as the Paris Peace Accords, for which he won the Nobel Peace Prize.