Howard Raiffa Quotes
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Disputants often fare poorly when they each act greedily and deceptively.
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The art of compromise centers on the willingness to give up something in order to get something else in return. Successful artists get more than they give up.
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Advice: don't embarrass your bargaining partner by forcing him or her to make all the concessions.
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Final-offer arbitration should have great appeal for the daring (the risk seekers) who play against the timid (the risk avoiders).
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The party that negotiates in haste is often at a disadvantage.
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Ideas are incestuous.
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It's easy, of course, for two teams to collude, but somewhat more difficult for twenty-eight
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the mediation of internal conflicts can be resolved by linkages with other problems.
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The best practical advice then is: try to maximize your expected payoff, which is the sum of all payoffs multiplied by probabilities.
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It is always amazing to see how wide a spectrum of results can be obtained from replicating an identical negotiation with different principal actors; it makes no difference whether there subjects are inexperienced or whether they are senior executives and young presidents of business firms. That is an important lesson to be learned here.
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We act like a zero-sum society, when in reality there is a lot of non zero-sum fat to be skimmed off to everyone's mutual advantage.
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The need is not for the creation of new analytical techniques specially designed for the negotiation process, but rather for the creative use of analytical thinking that exploits existing techniques.
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Game theory, however, deals only with the way in which ultrasmart, all knowing people should behave in competitive situations, and has little to say to Mr. X as he confronts the morass of his problem.
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A mediator is an impartial outsider who tries to aid the negotiators in their quest to find a compromise agreement.
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A final word of advice: don't gloat about how well you have done.
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Most people, even in simple risky situations, don't behave the way the theory of utility would have them behave.
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There is no shortage of disputes.
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A lot depends on the starting point.
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