Howard Raiffa

Frank Plumpton Ramsey Professor of Managerial Economics, Emeritus

Books

  1. Introduction to Statistical Decision Theory

    Citation:

    Pratt, John W., Howard Raiffa, and Robert Schlaifer. Introduction to Statistical Decision Theory. Paperback ed. MIT Press, 2008.
  2. Negotiation Analysis: The Science and Art of Collaborative Decision Making

    Keywords: Negotiation; Theory; Cooperation; Decision Making;

    Citation:

    Raiffa, Howard, John Richardson, and David Metcalfe. Negotiation Analysis: The Science and Art of Collaborative Decision Making. Cambridge: Harvard University Press, 2003.
  3. Smart Choices: A Practical Guide to Making Better Decisions

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

    Citation:

    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.)
  4. Introduction to Statistical Decision Theory

    Keywords: Mathematical Methods; Decision Making; Theory;

    Citation:

    Pratt, John W., Howard Raiffa, and Robert Schlaifer. Introduction to Statistical Decision Theory. MIT Press, 1995.

Journal Articles

  1. The Hidden Traps in Decision Making

    Keywords: Decision Making;

    Citation:

    Raiffa, Howard, John S. Hammond, and Ralph L. Keeney. "The Hidden Traps in Decision Making." Harvard Business Review 84, no. 1 (January 2006).
  2. The Core Ideas for Better Decision-Making

    Keywords: Decision Making;

    Citation:

    Hammond, John S., Ralph L. Keeney, and Howard Raiffa. "The Core Ideas for Better Decision-Making." OR/MS Today 25, no. 6 (December 1999): 8–9.
  3. The Hidden Traps in Decision Making

    Keywords: Decision Making;

    Citation:

    Hammond, John S., Ralph L. Keeney, and Howard Raiffa. "The Hidden Traps in Decision Making." Harvard Business Review 76, no. 5 (September–October 1998): 47–+.
  4. Even Swaps: A Rational Method for Making Trade-Offs

    Citation:

    Hammond, John S., Ralph L. Keeney, and Howard Raiffa. "Even Swaps: A Rational Method for Making Trade-Offs." Harvard Business Review 76, no. 2 (March–April 1998): 137–+.

Book Chapters

  1. Contributions of Applied Systems Analysis to International Negotiation

    Keywords: Negotiation; International Relations; Mathematical Methods;

    Citation:

    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.
  2. Analytic Themes of the U.S. Program on the Processes of International Negotiation

    Keywords: Negotiation Process; International Relations; United States;

    Citation:

    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.

Cases and Teaching Materials

  1. Wheeling and Dealing: The Zirconia GT

    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;

    Citation:

    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.)
  2. Interactive Exercises

    Keywords: Interactive Communication;

    Citation:

    Raiffa, Howard. "Interactive Exercises." Harvard Business School Exercise 180-143, April 1980. (Revised March 1993.)
  3. Riverside and DEC: Riverside Lumber Confidential Instructions

    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;

    Citation:

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

    Keywords: Negotiation;

    Citation:

    Raiffa, Howard, and Thomas T. Weeks. "Riverside and DEC: DEC Confidential Instructions." Harvard Business School Case 893-002, July 1992.
  5. Methods of Calculating Net Present Value and Internal Rate of Return, Programmed Exercises

    Keywords: Finance; Investment;

    Citation:

    Raiffa, Howard. "Methods of Calculating Net Present Value and Internal Rate of Return, Programmed Exercises." Harvard Business School Supplement 171-261, December 1970. (Revised May 1991.)
  6. Waterman Engineering Corp. (A)

    Keywords: Engineering;

    Citation:

    Raiffa, Howard. "Waterman Engineering Corp. (A)." Harvard Business School Case 183-103, October 1982.
  7. Waterman Engineering Corp. (B)

    Keywords: Engineering;

    Citation:

    Raiffa, Howard. "Waterman Engineering Corp. (B)." Harvard Business School Case 183-104, October 1982.
  8. Selling a Firm

    Citation:

    Raiffa, Howard. "Selling a Firm." Harvard Business School Exercise 179-024, August 1978. (Revised October 1979.)
  9. Buying a Firm

    Keywords: Acquisition;

    Citation:

    Raiffa, Howard. "Buying a Firm." Harvard Business School Exercise 179-023, August 1978. (Revised July 1979.)
  10. Simplified, Highly Structured, Union-Management Strike Game

    Keywords: Labor and Management Relations;

    Citation:

    Raiffa, Howard. "Simplified, Highly Structured, Union-Management Strike Game." Harvard Business School Background Note 177-112, November 1976. (Revised June 1979.)
  11. Pure Coalition Game

    Citation:

    Raiffa, Howard. "Pure Coalition Game." Harvard Business School Case 178-093, October 1977. (Revised August 1978.)
  12. Streaker: Negotiating Exercise - Buyer

    Keywords: Negotiation;

    Citation:

    Raiffa, Howard. "Streaker: Negotiating Exercise - Buyer." Harvard Business School Exercise 179-020, August 1978.
  13. Streaker: Negotiating Exercise - Seller

    Keywords: Negotiation;

    Citation:

    Raiffa, Howard. "Streaker: Negotiating Exercise - Seller." Harvard Business School Exercise 179-021, August 1978.
  14. Mediating in Negotiations for the Sale of a Firm

    Keywords: Negotiation; Acquisition;

    Citation:

    Raiffa, Howard. "Mediating in Negotiations for the Sale of a Firm." Harvard Business School Exercise 179-025, August 1978.
  15. Variations on the Maxco-Gambit Theme

    Keywords: Decision Making; Bids and Bidding;

    Citation:

    Raiffa, Howard. "Variations on the Maxco-Gambit Theme." Harvard Business School Background Note 178-006, July 1977. (Revised July 1978.)
  16. Simplified Distributive Bargaining Game

    Keywords: Negotiation;

    Citation:

    Raiffa, Howard. "Simplified Distributive Bargaining Game." Harvard Business School Exercise 178-033, October 1977.
  17. Maxco-Gambit Variation with an Open, Ascending Auction

    Keywords: Auctions;

    Citation:

    Raiffa, Howard. "Maxco-Gambit Variation with an Open, Ascending Auction." Harvard Business School Exercise 178-037, October 1977.