Balancing Analysis and Intuition

TitleBalancing Analysis and Intuition
Publication TypeJournal Article
Year of Publication2017
AuthorsSusskind, L
JournalNegotiation Journal

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 Howard, 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 Howard developed and their impact on me. They are:

  • post-settlement settlement;
  • collaborative preparation of negotiation templates;
  • full open truthful exchange (FOTE) versus partial open truthful exchange (POTE); and
  • approaches to multiparty negotiation.