Howard Raiffa - The art and science of negotiation (1982)

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Each party tended to view its own chances in court as better than the other side viewed them.

Howard Raiffa
Most people, even in simple risky situations, don't behave the way the theory of utility would have them behave.

Howard Raiffa
Disputants often fare poorly when they each act greedily and deceptively.

Howard Raiffa
After a little reflection, the best strategy becomes clear: bid aggressively up to a maximum cutoff value and then quit.

Howard Raiffa
The best practical advice then is: try to maximize your expected payoff, which is the sum of all payoffs multiplied by probabilities.

Howard Raiffa
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.

Howard Raiffa
It's easy, of course, for two teams to collude, but somewhat more difficult for twenty-eight-

Howard Raiffa
Final-offer arbitration should have great appeal for the daring (the risk seekers) who play against the timid (the risk avoiders).

Howard Raiffa
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.

Howard Raiffa
Advice: don't embarrass your bargaining partner by forcing him or her to make all the concessions.

Howard Raiffa
The party that negotiates in haste is often at a disadvantage.

Howard Raiffa
The mediation of internal conflicts can be resolved by linkages with other problems.

Howard Raiffa
It's worth repeating here, though, because we are talking about mechanisms for resolving conflict and many people don't realize it's impossible to devise a foolproof scheme.

Howard Raiffa
A final word of advice: don't gloat about how well you have done.

Howard Raiffa
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.

Howard Raiffa
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.

Howard Raiffa
A mediator is an impartial outsider who tries to aid the negotiators in their quest to find a compromise agreement.

Howard Raiffa
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.

Howard Raiffa