Whether you are selling a house, closing a business deal, settling a divorce, arbitrating a labor dispute, or trying to hammer out an international treaty, The Art and Science of Negotiation will measurably improve you negotiating skills. This is a sophisticated book directed to lawyers, labor arbitrators, business executives, college deans, diplomats, and many other professionals. Using a vast array of specific cases and clear, helpful diagrams, Raiffa not only elucidates step-by-step processes of negotiation but also translates this deeper understanding into practical guidelines.

"A timely, practical, and appropriate guide to cooperation and competition."

"A quantum leap forward in the state of the art . . . [Raiffa] employs a classroom wizard's mastery over the hypothetical question to analyze in lively case studies and problems the essential characteristics of various forms of interactive competitive bargaining."

"Raiffa deftly weaves together case-style vignettes of negotiation situations with a few analytical threads drawn from the theory of games, decision making under uncertainty, and fair division. Written with clarity and verve while avoiding technicalities, it strikes a nice balance between analysis and anecdote."

"Tightly written, eminently readable, and containing many usable examples, it is bound to be a valuable resource book for years to come."

Howard Raiffa is Frank Plumpton Ramsay Professor of Managerial economics and a member of the Faculty of Government, Harvard University.

• "Lectures on Negotiation Analysis"
• "Smart Choices: A Practical Guide to Making better Decisions"