| Document Type
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BL
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| Record Number
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879455
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| Main Entry
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Raiffa, Howard,1924-2016.
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| Title & Author
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The art and science of negotiation /\ Howard Raiffa.
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| Publication Statement
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Cambridge, Mass. :: Belknap Press of Harvard University Press,, 1982.
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| Page. NO
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x, 373 pages :: illustrations ;; 25 cm
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| ISBN
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0674048121
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: 067404813X
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: 9780674048126
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: 9780674048133
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| Bibliographies/Indexes
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Includes bibliographical references (pages 361-368) and index.
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| Contents
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pt. I. Overview. Some organizing questions -- Research perspectives -- pt. II. Two parties, one issue. Elmtree House -- Analytical models and empirical results -- Settling out of court -- The role of time -- Acquisitions and mergers -- Third-party intervention -- Advice for negotiators -- pt. III. Two parties, many issues. AMPO versus City -- Tradeoffs and concessions -- The Panama Canal negotiations -- Risk sharing and insecure contracts -- Camp David negotiations -- Mediation of conflicts -- Arbitration of disputes -- pt. IV. Many parties, many issues. Coalition analysis -- The law of the sea -- Fair division -- Willingness to pay for a public good -- Environmental conflict resolution -- The mariner space probes -- Voting -- pt. V. General concerns. Getting people to communicate -- Ethical and moral issues -- Epilogue.
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| Abstract
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"How to resolve conflicts and get the best out of bargaining."--T.p. cover.
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| Subject
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Diplomatic negotiations in international disputes.
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| Subject
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Negotiation.
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Diplomatic negotiations in international disputes.
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Collective Bargaining.
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Cooperative Behavior.
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Group Processes.
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International Cooperation.
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Verhandlungen.
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Verhandlungstheorie.
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Négociations diplomatiques dans les conflits internationaux.
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Négociations.
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Kōshō.
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Diplomatic negotiations in international disputes.
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| Subject
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Diplomatie
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Negotiation.
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Psicologia Aplicada.
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| Subject
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Verhandlung
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Verhandlungstheorie
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Diplomatie.
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Verhandlung.
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Verhandlungstheorie.
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| Subject
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Onderhandelen.
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| Dewey Classification
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302.3
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| LC Classification
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BF637.N4R34 1982
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| NLM classification
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3,6ssgn
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302.322
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361.3njb/08
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361.3njb/8
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77.63bcl
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77.63.bcl
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MK 1100rvk
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MK 1500rvk
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WIR 049fstub
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