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Howard Raiffa Quotes

Howard Raiffa was an American academic who was the Frank P. Ramsey Professor of Managerial Economics, a joint chair held by the Business School and the Kennedy School of Government at Harvard University. He was an influential Bayesian decision theorist and pioneer in the field of decision analysis, with works in statistical decision theory, game theory, behavioral decision theory, risk analysis, and negotiation analysis. He helped found and was the first director of the International Institute for Applied Systems Analysis. Wikipedia  

✵ 24. January 1924 – 8. July 2016
Howard Raiffa: 21 quotes0 likes

Famous Howard Raiffa Quotes

“It's worth repeating here, though, because we are talking about mechanisms for resolving conflict and many people don't realize it's impossible to devise a foolproof scheme.”

Howard Raiffa

Part IV, Chapter 23, Voting, p. 331.
The Art and Science of Negotiation (1982)

“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

Part III, Chapter 10, AMPO Versus City, p. 142.
The Art and Science of Negotiation (1982)

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

Howard Raiffa

Part II, Chapter 4, Analytical Models ans Empirical Results, p. 48.
The Art and Science of Negotiation (1982)

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

Howard Raiffa

Part III, Chapter 11, Tradeoffs and Concessions, p. 155.
The Art and Science of Negotiation (1982)

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

Howard Raiffa

Part V, Chapter 25, Ethical and Moral Issues, p. 345.
The Art and Science of Negotiation (1982)

“A lot depends on the starting point.”

Howard Raiffa

Part III, Chapter 14, The Camp David Negotiations, p. 215.
The Art and Science of Negotiation (1982)

Howard Raiffa Quotes

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

Howard Raiffa

Part I, Chapter 1, Some organizing Questions, p. 16.
The Art and Science of Negotiation (1982)

“There is no shortage of disputes.”

Howard Raiffa

Part I, Overview, p. 7.
The Art and Science of Negotiation (1982)

“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

Epilogue, p. 360.
The Art and Science of Negotiation (1982)

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

Howard Raiffa

Part II, Chapter 7, Acquisitions and Mergers, p. 107. (See also: European Union).
The Art and Science of Negotiation (1982)

“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

Prologue, p. 2.
The Art and Science of Negotiation (1982)

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

Howard Raiffa

Part I, Chapter 2, Research Perspectives, p. 23.
The Art and Science of Negotiation (1982)

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

Howard Raiffa

Part I, Chapter 2, Research Perspectives, p. 31.
The Art and Science of Negotiation (1982)

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

Howard Raiffa

Part III, Chapter 12, The Panama Canal Negotiations, p. 183.
The Art and Science of Negotiation (1982)

“After a little reflection, the best strategy becomes clear: bid aggressively up to a maximum cutoff value and then quit.”

Howard Raiffa

Part II, Chapter 6, The Role of Time, p. 87.
The Art and Science of Negotiation (1982)

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

Howard Raiffa

the risk avoiders
Part II, Chapter 8, Third Party Intervention, p. 118.
The Art and Science of Negotiation (1982)

“Each party tended to view its own chances in court as better than the other side viewed them.”

Howard Raiffa

Part II, Chapter 5, Settling Out of Court, p. 75.
The Art and Science of Negotiation (1982)

“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

Part IV, Chapter 21, Environmental Conflict Resolution, p. 310.
The Art and Science of Negotiation (1982)

“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

Part II, Chapter 7, Acquisitions and Mergers, p. 94.
The Art and Science of Negotiation (1982)

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

Howard Raiffa

Part II, Chapter 9, Advice for Negotiators, p. 130.
The Art and Science of Negotiation (1982)

“Ideas are incestuous.”

Howard Raiffa

Acknowledgments, p. v.
The Art and Science of Negotiation (1982)

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