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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 Type | Journal Article |
Year of Publication | 2017 |
Authors | Susskind L |
Journal | Negotiation Journal |
Volume | 33 |
Issue | 4 |
Pagination | 323-327 |
Date Published | 10/2017 |
ISSN | 07484526 |
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. |
URL | https://search.proquest.com/docview/1959174742?pq-origsite=gscholar |