Howard Raiffa Quotes

A final word of advice: don't gloat about how well you have done.

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.

Disputants often fare poorly when they each act greedily and deceptively.

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.

A lot depends on the starting point.

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.

Most people, even in simple risky situations, don't behave the way the theory of utility would have them behave.

A mediator is an impartial outsider who tries to aid the negotiators in their quest to find a compromise agreement.

Advice: don't embarrass your bargaining partner by forcing him or her to make all the concessions.

The party that negotiates in haste is often at a disadvantage.

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.

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.

The best practical advice then is: try to maximize your expected payoff, which is the sum of all payoffs multiplied by probabilities.

There is no shortage of disputes.

the mediation of internal conflicts can be resolved by linkages with other problems.

Ideas are incestuous.

Final-offer arbitration should have great appeal for the daring (the risk seekers) who play against the timid (the risk avoiders).

It's easy, of course, for two teams to collude, but somewhat more difficult for twenty-eight