Whether you are selling a house, closing a business deal, settling a divorce, arbitrating a labor dispute, or trying to hammer out an international treaty, Howard Raiffa’s new book will measurably improve your negotiating skills. Although it is a sophisticated self-help book—directed to the lawyer, labor arbitrator, business executive, college dean, diplomat—it is not cynical or Machiavellian: Raiffa emphasizes problems and situations where, with the kinds of skills he aims to develop, disputants can achieve results that are beneficial to all parties concerned. Indeed, he argues that the popular “zero-sum” way of thinking, according to which one side must lose if the other wins, often makes both sides worse off than they would be when bargaining for joint mutual gains. Using a vast array of specific cases and clear, helpful diagrams, Raiffa not only elucidates the step-by-step processes of negotiation but also translates this deeper understanding into practical guidelines for negotiators and “intervenors.” He examines the mechanics of negotiation in imaginative fashion, drawing on his extensive background in game theory and decision analysis, on his quarter-century of teaching nonspecialists in schools of business and public policy, on his personal experiences as director of an international institute dealing with East/West problems, and on the results of simulated negotiation exercises with hundreds of participants. There are popular books on the art of winning and scholarly books on the science of negotiation, but this is the first book to bridge the two currents. Shrewd, accessible, and engagingly written, it shows how a little analysis sprinkled with a touch of art can work to the advantage of any negotiator.

A full scale examination of the 1979 Sino-Vietnamese War - the events that led to it, the Cold War aftermath, and the implications for the region and beyond.

This book constitutes the thoroughly refereed proceedings of the 35th International Conference on Industrial, Engineering and Other Applications of Applied Intelligent Systems, IEA/AIE 2022, held in Kitakyushu, Japan, in July 2022. The 67 full papers and 11 short papers presented were carefully reviewed and selected from 127 submissions. The IEA/AIE 2022 conference focuses on focuses on applications of applied intelligent systems to solve real-life problems in all areas including business and finance, science, engineering, industry, cyberspace, bioinformatics, automation, robotics, medicine and biomedicine, and human-machine interactions.