PLAN 73: Article
More Books From Our Faculty

On Negotiation, Our Political Process and Boston’s Big Dig

Built to Win: Creating a World-Class Negotiating Organization. Lawrence Susskind with Hal Movius. (Harvard Business School Press, 2009). Using real-world examples from leading companies, Built to Win argues that negotiation must be a strategic core competency.

Drawing on their decades of training and consulting work, as well as a robust theory of negotiation, the authors provide a step-by-step model for building organizational competence, describe the organizational barriers that so often plague even experienced negotiators and recommend ways of overcoming them.

Built to Win explains the crucial role that leaders must play in setting goals, aligning incentives, pinpointing metrics and supporting learning platforms to promote long-term success.

A final chapter provides practical how-to tools to help you start your own organizational improvement process.

Multiparty Negotiation. Lawrence Susskind with Larry Crump. (Sage Publications Ltd; Four-Volume Set Edition, 2008). Multiparty negotiation is a rapidly developing but complex field whose literature is scattered across a broad range of disciplines and sources.

This four-volume collection consolidates this knowledge by bringing together classic works and cutting-edge papers, making a strong case for how and why multiparty negotiation should be treated as a distinct field of study.

The editors argue that multiparty negotiations exhibit at least three features that distinguish them from two-party negotiations – coalitional behavior, demanding process management requirements and highly complex analytical challenges for each stakeholder (including shifting options for agreement and alternatives to agreement).

The articles and case studies in the collection are written by negotiation specialists in law, international relations, public administration, urban planning, business management, and organizational studies who have a strong interest in managing conflict and helping groups and individuals solve problems, regardless of the number of parties involved.

The Cure for Our Broken Political Process: How We Can Get Our Politicians to Resolve the Issues Tearing Our Country Apart. Lawrence Susskind with Sol Erdman. (Potomac Books, 2008). No one in public life has offered a practical way to neutralize the bitter partisanship that paralyzes Washington but The Cure for Our Broken Political Process fills that void by showing how concerned citizens can get politicians from all camps to negotiate genuine solutions to the most vexing issues.

Based on the authors’ thirty years of experience in resolving political conflict, the book shows that two basic features of our elections virtually compel politicians to bicker endlessly over major problems; so long as our elections work as they do today, our lawmakers will keep on fighting, leaving the critical issues unresolved.

The authors then spell out how to redesign elections so that politicians would win only if they produced useful results – only if they negotiated practical solutions to pressing problems.

The book concludes with a step-by-step plan proving that ordinary citizens have the power to bring about these changes.

Public Works: Unsolicited Small Projects for the Big Dig. Projects by MY Studio. Yoon with Meredith Miller. (MAP Book Publishers, 2008) Boston is just now emerging from the long process of urban corrective surgery. The Big Dig took over thirty years to design and build and came with a price tag of $14.6B, making it the most expensive urban transportation project in US history.

In addition to improving vehicular traffic flow, the object of all this effort was to mend the city fabric back together with a new urban public space. But the product of the effort – the 15-acre Rose Fitzgerald Kennedy Greenway – is overwhelmingly underwhelming.

Public Works: Unsolicited Small Projects for the Big Dig examines the Big Dig/Greenway site as a case study of contemporary public space and the unexpected impacts of urban landscapes altered by public works. Through graphic analyses, design interventions and alternative scenarios, it explores the intersection between the public and its infrastructure in terms of their productive potentials.