Howard Raiffa
A final word of advice: don't gloat about how well you have done.Collection: Advice
A lot depends on the starting point.Collection: Starting
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.Collection: Art
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.Collection: Zero
Most people, even in simple risky situations, don't behave the way the theory of utility would have them behave.Collection: Simple
A mediator is an impartial outsider who tries to aid the negotiators in their quest to find a compromise agreement.Collection: Agreement
Advice: don't embarrass your bargaining partner by forcing him or her to make all the concessions.Collection: Advice
The party that negotiates in haste is often at a disadvantage.Collection: Party
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.Collection: Senior
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.Collection: Games
The best practical advice then is: try to maximize your expected payoff, which is the sum of all payoffs multiplied by probabilities.Collection: Advice
There is no shortage of disputes.Collection: Disputes
the mediation of internal conflicts can be resolved by linkages with other problems.Collection: Conflict
Ideas are incestuous.Collection: Ideas
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.Collection: Thinking
Final-offer arbitration should have great appeal for the daring (the risk seekers) who play against the timid (the risk avoiders).Collection: Play
It's easy, of course, for two teams to collude, but somewhat more difficult for twenty-eightCollection: Team