Howard Raiffa

Frank Plumpton Ramsey Professor of Managerial Economics, Emeritus


  1. Smart Choices: A Practical Guide to Making Better Decisions

    John S. Hammond, Ralph L. Keeney and Howard Raiffa

    Keywords: Decision Choices and Conditions; Decision Making; Information;


    Hammond, John S., Ralph L. Keeney, and Howard Raiffa. Smart Choices: A Practical Guide to Making Better Decisions. Boston: Harvard Business School Press, 1998, Finnish ed. (Paperback: Broadway Books, 2002; Translations: Arabic, Chinese, Danish, Dutch, German, Italian, Japanese, Korean, Portuguese, Slovene, Spanish, Swedish, Turkish.) View Details

Journal Articles

Book Chapters

  1. Contributions of Applied Systems Analysis to International Negotiation

    Howard Raiffa

    Keywords: Negotiation; International Relations; Mathematical Methods;


    Raiffa, Howard. "Contributions of Applied Systems Analysis to International Negotiation." Chap. 1 in International Negotiation: Analysis, Approaches, Issues. 2nd ed. Edited by Victor Kremenyuk. San Francisco: Jossey-Bass, 2002. View Details
  2. Analytic Themes of the U.S. Program on the Processes of International Negotiation

    James K. Sebenius and Howard Raiffa

    Keywords: Negotiation Process; International Relations; United States;


    Sebenius, James K., and Howard Raiffa. "Analytic Themes of the U.S. Program on the Processes of International Negotiation." In Processes of International Negotiation, edited by Frances Mautner-Markhof, 293–303. Boulder, CO: Westview Press, 1989. View Details

Cases and Teaching Materials

  1. Wheeling and Dealing: The Zirconia GT

    Howard Raiffa, James K. Sebenius, Craig Best and Scot Melland

    A personal negotiation episode in purchasing a car is presented. Tactics and strategies commonly encountered by car buyers and car salespeople are illustrated.

    Keywords: Debates; Negotiation Tactics; Sales; Strategy;


    Raiffa, Howard, James K. Sebenius, Craig Best, and Scot Melland. "Wheeling and Dealing: The Zirconia GT." Harvard Business School Case 895-013, November 1994. (Revised January 1995.) View Details
  2. Riverside and DEC: Riverside Lumber Confidential Instructions

    Howard Raiffa and Thomas T. Weeks

    A two-party, integrative, negotiation exercise involving several pre-specified issues to be resolved. Each party is given a pre-specified scoring system in monetary units. Side payments, within limits are possible. Face-to-face negotiations take place with no restrictive time limit. The negotiation is between Riverside Lumber Co., who is allegedly polluting the Blue River, and the Department of Environmental Conservation.

    Keywords: Natural Environment; Government and Politics; Pollution and Pollutants; Negotiation Types; Negotiation Process; Forestry Industry;


    Raiffa, Howard, and Thomas T. Weeks. "Riverside and DEC: Riverside Lumber Confidential Instructions." Harvard Business School Case 893-001, July 1992. View Details