The art and science of negotiation
The art and science of negotiation
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DOI：
10.2307/2232420
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发表时间：
1983-01
期刊：
影响因子：
--
通讯作者：
H. Raiffa
中科院分区：
文献类型：
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作者：
H. Raiffa
序言第一部分：概述1。一些组织问题2。研究观点第二部分：两个政党，第3期。ElmtreeHouse 4。分析模型和经验结果5。在法院6中解决。 8.第三方干预9。对谈判者的建议第三部分：两个政党，许多问题10。Ampo对城市11。权衡和优惠12。巴拿马运河谈判13.风险共享和不安全的合同14。大卫营谈判15.冲突中调解16.争议第四部分：许多当事方，许多问题，许多问题17.联盟分析18.海洋法19.公平师20。愿意支付公共利益21。环境冲突决议22。水手太空调查23。投票第五部分：一般关注24。让人们交流25。道德和道德问题结语书目索引
Prologue Part I: Overview 1. Some Organizing Questions 2. Research Perspectives Part II: Two Parties, One Issue 3. Elmtree House 4. Analytical Models and Empirical Results 5. Settling Out of Court 6. The Role of Time 7. Acquisitions and Mergers 8. Third-Party Intervention 9. Advice for Negotiators Part III: Two Parties, Many Issues 10. AMPO versus City 11. Tradeoffs and Concessions 12. The Panama Canal Negotiations 13. Risk Sharing and Insecure Contracts 14. The Camp David Negotiations 15. Mediation of Conflicts 16. Arbitration of Disputes Part IV: Many Parties, Many Issues 17. Coalition Analysis 18. The Law of the Sea 19. Fair Division 20. Willingness to Pay for a Public Good 21. Environmental Conflict Resolution 22. The Mariner Space Probes 23. Voting Part V: General Concerns 24. Getting People to Communicate 25. Ethical and Moral Issues Epilogue Bibliography Index