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Cited by 2,453

The DOI matches its Crossref record.

The Art and Science of Negotiation.

Hey, John D., Raiffa, Howard·1984·Economica
DOI 10.2307/2554559
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Abstract

Prologue Part I: Overview 1. Some Organizing Questions 2. Research Perspectives Part II: Two Parties, One Issue 3. Elmtree House 4. Analytical Models and Empirical Results 5. Settling Out of Court 6. The Role of Time 7. Acquisitions and Mergers 8. Third-Party Intervention 9. Advice for Negotiators Part III: Two Parties, Many Issues 10. AMPO versus City 11. Tradeoffs and Concessions 12. The Panama Canal Negotiations 13. Risk Sharing and Insecure Contracts 14. The Camp David Negotiations 15. Mediation of Conflicts 16. Arbitration of Disputes Part IV: Many Parties, Many Issues 17. Coalition Analysis 18. The Law of the Sea 19. Fair Division 20. Willingness to Pay for a Public Good 21. Environmental Conflict Resolution 22. The Mariner Space Probes 23. Voting Part V: General Concerns 24. Getting People to Communicate 25. Ethical and Moral Issues Epilogue Bibliography Index

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Metadata

Authors
Hey, J. D., & Raiffa, H.
Venue
Economica
Publisher
JSTOR
Published
1984-08
Volume
51
Issue
203
Pages
365
ISSN
0013-0427 (ISSN-L)
DOI
10.2307/2554559
OpenAlex
W2126380843
Cited by
2,453
References
0
FWCI
217.03
Type
journal article
Language
en
Open access
closed

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CoChat. (2026). Citation check: The Art and Science of Negotiation. https://app.cochat.ai/papers/10.2307/2554559
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Hey, J. D., & Raiffa, H. (1984). The Art and Science of Negotiation. Economica. https://doi.org/10.2307/2554559

Data sources

Bibliographic data: Semantic Scholar, OpenAlex, Crossref.

Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).

Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.