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Title: The classic of negotiation theory
Review: A must read for students of negotiation, including anyonewho is, or hopes to become, an executive. The basis ofmany courses on negotiation and decision science. Raiffaspent 30 years developing his views, and they are rocksolid. Treats the concepts of Pareto optimization andallocation of joint gains. In one eye-opening passage, heexamines how an arbitrator might allocate $100 between arich man and a poor man. The range of alternatives ismind boggling, and depressing, for it becomes clear thathere, alas,(as with atomic physics) there is no "truth."
