Negotiation Analysis brings together leading experts to bridge theory and practice in the fast-evolving fields of negotiation, game theory, and decision science. Designed for students and practitioners without advanced mathematical training, this volume distills key results from economics, psychology, and game theory that illuminate the dynamics of negotiation.Through accessible essays, the book explores core topics such as fair division, arbitration procedures, strategic incentives, the influence of cognitive biases, coalition formation, and the dangers of escalation. Each chapter illustrates concepts with real-world examples and practical applications, providing readers with frameworks for understanding negotiation processes in business, law, politics, and beyond.Intended as both a supplement to Howard Raiffa’s classic The Art and Science of Negotiation and a standalone reference, Negotiation Analysis challenges assumptions and deepens insight into how people reach agreements—or fail to do so—across a wide variety of settings.

This masterly book substantially extends Howard Raiffa's earlier classic, The Art and Science of Negotiation. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations.

The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step by step from that ideal. It also shows how a neutral outsider (intervenor) can help all negotiators by providing joint, neutral analysis of their problem.

Although analytical in its approach--building from simple hypothetical examples--the book can be understood by those with only a high school background in mathematics. It therefore will have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labor and management, environmentalists and developers, and nations.