Truth 23. Postsettlement 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. And 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 ...
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