Howard Raiffa presents a systematic approach to negotiation that applies across everyday and high-stakes settings — from property and business deals to labor disputes and international agreements. He shifts the focus from zero-sum thinking to methods that can create value for all parties.

Drawing on decision analysis and game-theory insight, the book explains negotiation mechanics with clear diagrams, simulated exercises, and real cases. The writing links rigorous analysis with practical rules negotiators can apply in law, business, arbitration, and diplomacy.

Readers will gain planning frameworks, bargaining tactics, and guidance for constructive third-party intervention.

• Analytical frameworks for planning and evaluation
• Case studies & diagrams to illustrate technique
• Practical tactics to expand mutual gains

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