Spencer M Punnett II
Oct 21, 2014
Anyone who owns Fisher & Ury's "Getting to Yes" should have a copy of Little's "Making Money Talk" on the same shelf, as a supplement and counterweight. While recognizing that there are instances where shared underlying interests can allow opposing parties to find "win-win" solutions, Little's premise is that many disputes involving money are in fact zero-sum games where settlement will require one party to write a check, and negotiations will mainly be over the size of that check. For those types of mediations, Little supplies guidance that is very insightful, detailed, and extremely practical. For example, Little draws on his decades of experience to discuss at length the signals that the parties' series of offers and counteroffers can convey, and he offers specific advice on how to avoid inadvertent "miscommunication through numbers" that can lead to impasse. Although this book is directed to mediators, I also highly recommend it to lawyers who represent their clients in mediation.