The party that negotiates in haste is often at a disadvantage. Howard Raiffa More Quotes by Howard Raiffa More Quotes From Howard Raiffa A final word of advice: don't gloat about how well you have done. Howard Raiffa finals done advice The art of compromise centers on the willingness to give up something in order to get something else in return. Successful artists get more than they give up. Howard Raiffa giving-up successful art Disputants often fare poorly when they each act greedily and deceptively. Howard Raiffa We act like a zero-sum society, when in reality there is a lot of non zero-sum fat to be skimmed off to everyone's mutual advantage. Howard Raiffa advantage zero reality Ideas are incestuous. Howard Raiffa ideas The best practical advice then is: try to maximize your expected payoff, which is the sum of all payoffs multiplied by probabilities. Howard Raiffa payoff advice trying Most people, even in simple risky situations, don't behave the way the theory of utility would have them behave. Howard Raiffa simple people way the mediation of internal conflicts can be resolved by linkages with other problems. Howard Raiffa linkages conflict problem A lot depends on the starting point. Howard Raiffa starting-point depends starting Final-offer arbitration should have great appeal for the daring (the risk seekers) who play against the timid (the risk avoiders). Howard Raiffa risk should-have play It's easy, of course, for two teams to collude, but somewhat more difficult for twenty-eight Howard Raiffa eight team two Advice: don't embarrass your bargaining partner by forcing him or her to make all the concessions. Howard Raiffa bargaining partners advice A mediator is an impartial outsider who tries to aid the negotiators in their quest to find a compromise agreement. Howard Raiffa quests agreement trying There is no shortage of disputes. Howard Raiffa shortage disputes Game theory, however, deals only with the way in which ultrasmart, all knowing people should behave in competitive situations, and has little to say to Mr. X as he confronts the morass of his problem. Howard Raiffa knowing games people The need is not for the creation of new analytical techniques specially designed for the negotiation process, but rather for the creative use of analytical thinking that exploits existing techniques. Howard Raiffa technique creative thinking It is always amazing to see how wide a spectrum of results can be obtained from replicating an identical negotiation with different principal actors; it makes no difference whether there subjects are inexperienced or whether they are senior executives and young presidents of business firms. That is an important lesson to be learned here. Howard Raiffa lessons-to-be-learned senior differences
