Part IV, Chapter 23, Voting, p. 331.
The Art and Science of Negotiation (1982)
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Howard Raiffa: Frases en inglés
Part III, Chapter 10, AMPO Versus City, p. 142.
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)
“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)
“There is no shortage of disputes.”
Part I, Overview, p. 7.
The Art and Science of Negotiation (1982)
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)
Prologue, p. 2.
The Art and Science of Negotiation (1982)
Part I, Chapter 2, Research Perspectives, p. 23.
The Art and Science of Negotiation (1982)
Part I, Chapter 2, Research Perspectives, p. 31.
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)
“A lot depends on the starting point.”
Part III, Chapter 14, The Camp David Negotiations, p. 215.
The Art and Science of Negotiation (1982)
“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)
Part III, Chapter 11, Tradeoffs and Concessions, p. 155.
The Art and Science of Negotiation (1982)
Part II, Chapter 6, The Role of Time, p. 87.
The Art and Science of Negotiation (1982)
the risk avoiders
Part II, Chapter 8, Third Party Intervention, p. 118.
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)
Part IV, Chapter 21, Environmental Conflict Resolution, p. 310.
The Art and Science of Negotiation (1982)
Part II, Chapter 7, Acquisitions and Mergers, p. 94.
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)
Acknowledgments, p. v.
The Art and Science of Negotiation (1982)
