Leadership Transitions: The Watkins Collection (4 Items)

Acknowledgments

This book was inspired by the people who taught me how to

think about negotiation. First and foremost is Howard Raiffa, the

father of the field of negotiation analysis, my mentor, and my

friend. It was Howard who taught me (or at least tried to teach

me) how to take complex problems and distill them down to

their strategic essence. Howard’s work on decision analysis and

negotiation analysis, especially his seminal work, The Art and

Science of Negotiation, had an enormous influence on me.

Next is Jim Sebenius, a fellow intellectual son of Howard

Raiffa. Jim embodies a rare and precious combination of the

best that the academic world can offer—discipline, rigor, and

creative insight—and the finest practical strategic mind I have

had the privilege ...