Howard Raiffa Quotes

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

  Howard Raiffa

  Advice, Finals, Done

  Howard Raiffa (1982). “The Art and Science of Negotiation”, p.130, Harvard University Press

  9 Copy quote

• A lot depends on the starting point.

  Howard Raiffa

  Starting, Depends, Starting Point

  Howard Raiffa (1982). “The Art and Science of Negotiation”, p.215, Harvard University Press

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• 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

  Art, Giving Up, Successful

  Howard Raiffa (1982). “The Art and Science of Negotiation”, p.142, Harvard University Press

  9 Copy quote

• 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

  Zero, Reality, Advantage

  Howard Raiffa (1982). “The Art and Science of Negotiation”, p.310, Harvard University Press

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

  Howard Raiffa

  "The Art and Science of Negotiation". Book by Howard Raiffa, 1982.

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• 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

  Howard Raiffa (1982). “The Art and Science of Negotiation”, p.155, Harvard University Press

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

  Howard Raiffa

  Agreement, Trying, Quests

  Howard Raiffa (1982). “The Art and Science of Negotiation”, p.23, Harvard University Press

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

  Howard Raiffa

  Advice, Partners, Bargaining

  Howard Raiffa, John Richardson, David Metcalfe (2002). “Negotiation Analysis: The Science and Art of Collaborative Decision Making”, p.114, Harvard University Press

  4 Copy quote

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

  Howard Raiffa

  Party, Haste, Disadvantages

  Howard Raiffa, John Richardson, David Metcalfe (2002). “Negotiation Analysis: The Science and Art of Collaborative Decision Making”, p.93, Harvard University Press

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• 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

  Senior, Lessons To Be Learned, Differences

  Howard Raiffa (1982). “The Art and Science of Negotiation”, p.94, Harvard University Press

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• 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

  Games, Knowing, People

  Howard Raiffa (1982). “The Art and Science of Negotiation”, p.2, Harvard University Press

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

  Howard Raiffa

  Advice, Trying, Payoff

  Howard Raiffa (1982). “The Art and Science of Negotiation”, p.31, Harvard University Press

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• There is no shortage of disputes.

  Howard Raiffa

  Disputes, Shortage

  Howard Raiffa (1982). “The Art and Science of Negotiation”, p.7, Harvard University Press

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

  Howard Raiffa

  Conflict, Problem, Linkages

  Howard Raiffa (1982). “The Art and Science of Negotiation”, p.183, Harvard University Press

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• Ideas are incestuous.

  Howard Raiffa

  Ideas

  Howard Raiffa (1982). “The Art and Science of Negotiation”, p.5, Harvard University Press

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• 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

  Thinking, Creative, Technique

  Howard Raiffa (1982). “The Art and Science of Negotiation”, p.360, Harvard University Press

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

  Howard Raiffa

  Play, Should Have, Risk

  Howard Raiffa (1982). “The Art and Science of Negotiation”, p.118, Harvard University Press

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

  Howard Raiffa

  Team, Two, Eight

  Howard Raiffa (1982). “The Art and Science of Negotiation”, p.107, Harvard University Press

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