Journal Article
Balancing Analysis and Intuition

I worked with Howard Raiffa for almost three decades, first to create the Program on Negotiation at Harvard Law School (PON) and then to build the Consensus Building Institute, a nonprofit organization that I founded in 1993. Most of the time, I felt more like one of his students than a faculty colleague. I could always learn something from Raiffa, even from the most casual interaction. I just had to ask the right questions, and then listen, and I always regretted it if I did not write down what he said. I want to focus on four concepts that Raiffa developed and their impact on me. They are: 1. post-settlement settlement; 2. collaborative preparation of negotiation templates; 3. full open truthful exchange versus partial open truthful exchange; and 4. approaches to multiparty negotiation. For many years, the PON faculty met for monthly dinners during the academic year. More often than not, it was Raiffa, in his self-deprecating way, who helped us parse the lessons of whatever case or story was being presented.

Title
Publication TypeJournal Article
Year of Publication2017
AuthorsSusskind L
JournalNegotiation Journal
Volume33
Issue4
Pagination323-327
Date Published10/2017
ISSN07484526
Abstract

I worked with Howard Raiffa for almost three decades, first to create the Program on Negotiation at Harvard Law School (PON) and then to build the Consensus Building Institute, a nonprofit organization that I founded in 1993. Most of the time, I felt more like one of his students than a faculty colleague. I could always learn something from Raiffa, even from the most casual interaction. I just had to ask the right questions, and then listen, and I always regretted it if I did not write down what he said. I want to focus on four concepts that Raiffa developed and their impact on me. They are: 1. post-settlement settlement; 2. collaborative preparation of negotiation templates; 3. full open truthful exchange versus partial open truthful exchange; and 4. approaches to multiparty negotiation. For many years, the PON faculty met for monthly dinners during the academic year. More often than not, it was Raiffa, in his self-deprecating way, who helped us parse the lessons of whatever case or story was being presented.

URLhttps://search.proquest.com/docview/1959174742?pq-origsite=gscholar