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  • Negotiation Journal

Howard Raiffa: The Art, Science, and Humanity of a Legendary Negotiation Analyst

By: James K. Sebenius
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Abstract

Rightly known as the “father of negotiation analysis,” Howard Raiffa was my thesis advisor, colleague, and friend for over 30 years. The bulk of this article develops an account of his intellectual trajectory from game theory to statistical decision theory to decision analysis and to negotiation analysis. It suggests how these superficially separate fields relate to each other and inform the theory and practice of negotiation. I intersperse this account with nuggets of insight that I picked up from Howard for dealing with people, analyzing problems, doing research, teaching effectively, and building a legacy.

Keywords

Negotiation Analysis; Bargaining; Howard Raiffa; Negotiation; Personal Development and Career

Citation

Sebenius, James K. "Howard Raiffa: The Art, Science, and Humanity of a Legendary Negotiation Analyst." Negotiation Journal 33, no. 4 (October 2017): 283–307.
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About The Author

James K. Sebenius

Negotiation, Organizations & Markets
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More from the Author
  • Christiana Figueres and the Collaborative Approach to Negotiating Climate Action By: James K. Sebenius, Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro and Mina Subramanian
  • Aleksander Ceferin and the European Super League By: Thomas Graeber, Nour Kteily, James K. Sebenius and Matthew (Matt) Higgins
  • Russia and Ukraine Are Not Ready for Talks: But They Might Get There If Ukraine Keeps Winning By: James K. Sebenius and Michael Singh
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