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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 The Art and Science of Negotiation (1982)

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More quotes by Howard Raiffa

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

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 (the risk avoiders).

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.

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.

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.

The Art and Science of Negotiation (1982)

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Quote text and notes from Wikiquote: Howard Raiffa (page history), available under CC BY-SA 4.0. Source quality and labels are our own summary of what Wikiquote records.