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"Powerful, credible, and applicable . . . the methodology is immaculately detailed."―Fortune
Since the publication of Roger Fisher and William Ury's highly influential book, Getting to Yes, it has been widely recognized that there is a middle ground between winning and losing in negotiation. Yet, while Getting to Yes was long on motivation, it was short on technique. What you really want to know is on which issues you will win, on which you will lose, and on which you will have to compromise. To this question, Steven J. Brams and Alan D. Taylor bring a patented procedure that not only is fair but also actually guarantees that both parties walk away with as much of the "win-win" potential as possible. "One can hire a lawyer and spend years and thousands of dollars fighting [in a divorce], or one can make use of a neat new formula devised by Steven Brams and Alan Taylor."―The New Yorker"synopsis" may belong to another edition of this title.
About the Author:
From Scientific American:
Steven J. Brams is professor of politics at New York University. A researcher of voting systems and fair division in the context of game theory and public choice, he is best known for being one of the independent discoverers of approval voting.
Alan D. Taylor is Marie Louise Bailey Professor of Mathematics at Union College.
"Our concern in this book is with disputes--from divorce to business to international--in which everybody can win." Having thus precisely stated their objective, Brams (a professor of politics at New York University) and Taylor (a professor of mathematics at Union College) lay out a series of procedures whereby disputants can carve up the assets or issues and walk away convinced that the outcome is fair. Two of the procedures--strict alternation in choosing and divide-and-choose--have a long track record; Brams and Taylor offer them with some new modifications. The third procedure, adjusted winner, is their own. "Under this procedure, the two parties begin by independently (that is, secretly) distributing a total of 100 points across all the items to be divided, depending on the relative value they attach to them." The one who put the highest value on a particular item gets it temporarily. Probably one party will win items adding up to more points than the items won by the other party. Then they start transferring items between themselves, in a certain order, until the point totals are equalized--that is the adjustment. The authors describe how their program would work for various kinds of disputes, ranging from the recent divorce of Gary and Lorna Wendt all the way back to King Solomon's division of a disputed baby. They think their procedures "can help parties reduce the frustration, anger, and occasional violence that often accompany escalating demands and endless haggling."
"About this title" may belong to another edition of this title.
- PublisherW. W. Norton & Company
- Publication date2000
- ISBN 10 0393320812
- ISBN 13 9780393320817
- BindingPaperback
- Number of pages192
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Book Description Paperback. Condition: new. Paperback. Since the publication of Roger Fisher and William Ury's highly influential book, Getting to Yes, it has been widely recognized that there is a middle ground between winning and losing in negotiation. Yet, while Getting to Yes was long on motivation, it was short on technique. What you really want to know is on which issues you will win, on which you will lose, and on which you will have to compromise. To this question, Steven J. Brams and Alan D. Taylor bring a patented procedure that not only is fair but also actually guarantees that both parties walk away with as much of the "win-win" potential as possible. "One can hire a lawyer and spend years and thousands of dollars fighting [in a divorce], or one can make use of a neat new formula devised by Steven Brams and Alan Taylor."The New Yorker "Powerful, credible, and applicable . . . the methodology is immaculately detailed."Fortune This item is printed on demand. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. Seller Inventory # 9780393320817
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