Truth 31Postsettlement settlements
"Who's your favorite negotiator?" people often ask me. Many expect me to say Henry Kissinger or Donald Trump. But instead I say Professor Howard Raiffa of Harvard University. Wait, you might say, aren't professors just armchair theoreticians? Howard Raiffa is a gifted theoretician, to be sure, but he is also an amazing negotiator. So his book, The Art and Science of Negotiation, is chock-full of brilliant approaches to real-life negotiations.
When I first read Raiffa's description of postsettlement settlements, I was struck by its utter simplicity and elegance. Yet I haven't met a single business person who knew about it. Once they learn about it, though, they become like me: addicted.
So what is a postsettlement ...
Get 5 Business Skills Every IT Pro Must Master (Collection) now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
