„After a little reflection, the best strategy becomes clear: bid aggressively up to a maximum cutoff value and then quit.“
Part II, Chapter 6, The Role of Time, p. 87.
The Art and Science of Negotiation (1982)
Zitate von Howard Raiffa
0 0Howard Raiffa
Geburtstag: 24. Januar 1924
Todesdatum: 8. Juli 2016
Howard Raiffa war ein US-amerikanischer Mathematischer Statistiker, der für Arbeiten in der Entscheidungstheorie und Spieltheorie bekannt ist.
Zitate Howard Raiffa
„the mediation of internal conflicts can be resolved by linkages with other problems.“
Part III, Chapter 12, The Panama Canal Negotiations, p. 183.
The Art and Science of Negotiation (1982)
„The art of compromise centers on the willingness to give up something in order to get something else in return. Successful artists get more than they give up.“
Part III, Chapter 10, AMPO Versus City, p. 142.
The Art and Science of Negotiation (1982)
„There is no shortage of disputes.“
Part I, Overview, p. 7.
The Art and Science of Negotiation (1982)
„The need is not for the creation of new analytical techniques specially designed for the negotiation process, but rather for the creative use of analytical thinking that exploits existing techniques.“
Epilogue, p. 360.
The Art and Science of Negotiation (1982)
„It's easy, of course, for two teams to collude, but somewhat more difficult for twenty-eight“
Part II, Chapter 7, Acquisitions and Mergers, p. 107. (See also: European Union).
The Art and Science of Negotiation (1982)
„A mediator is an impartial outsider who tries to aid the negotiators in their quest to find a compromise agreement.“
Part I, Chapter 2, Research Perspectives, p. 23.
The Art and Science of Negotiation (1982)
„Game theory, however, deals only with the way in which ultrasmart, all knowing people should behave in competitive situations, and has little to say to Mr. X as he confronts the morass of his problem.“
Prologue, p. 2.
The Art and Science of Negotiation (1982)
„A lot depends on the starting point.“
Part III, Chapter 14, The Camp David Negotiations, p. 215.
The Art and Science of Negotiation (1982)
„Most people, even in simple risky situations, don't behave the way the theory of utility would have them behave.“
Part III, Chapter 11, Tradeoffs and Concessions, p. 155.
The Art and Science of Negotiation (1982)
„Each party tended to view its own chances in court as better than the other side viewed them.“
Part II, Chapter 5, Settling Out of Court, p. 75.
The Art and Science of Negotiation (1982)
„Final-offer arbitration should have great appeal for the daring (the risk seekers) who play against the timid“
the risk avoiders
Part II, Chapter 8, Third Party Intervention, p. 118.
The Art and Science of Negotiation (1982)
„Ideas are incestuous.“
Acknowledgments, p. v.
The Art and Science of Negotiation (1982)
„We act like a zero-sum society, when in reality there is a lot of non zero-sum fat to be skimmed off to everyone's mutual advantage.“
Part IV, Chapter 21, Environmental Conflict Resolution, p. 310.
The Art and Science of Negotiation (1982)
„A final word of advice: don't gloat about how well you have done.“
Part II, Chapter 9, Advice for Negotiators, p. 130.
The Art and Science of Negotiation (1982)
„It is always amazing to see how wide a spectrum of results can be obtained from replicating an identical negotiation with different principal actors; it makes no difference whether there subjects are inexperienced or whether they are senior executives and young presidents of business firms. That is an important lesson to be learned here.“
Part II, Chapter 7, Acquisitions and Mergers, p. 94.
The Art and Science of Negotiation (1982)
„Advice: don't embarrass your bargaining partner by forcing him or her to make all the concessions.“
Part II, Chapter 4, Analytical Models ans Empirical Results, p. 48.
The Art and Science of Negotiation (1982)
„The best practical advice then is: try to maximize your expected payoff, which is the sum of all payoffs multiplied by probabilities.“
Part I, Chapter 2, Research Perspectives, p. 31.
The Art and Science of Negotiation (1982)
„The party that negotiates in haste is often at a disadvantage.“
Part I, Chapter 1, Some organizing Questions, p. 16.
The Art and Science of Negotiation (1982)
„Disputants often fare poorly when they each act greedily and deceptively.“
Part V, Chapter 25, Ethical and Moral Issues, p. 345.
The Art and Science of Negotiation (1982)
