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11 the New Conflict Mgmt

11 the New Conflict Mgmt

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SPECIAL REPORT
Eective Confict Resolution Strategiesto Avoid Litigation
The New Confict Management
www.pon.harvard.edu
Negotiation Special Report #11
$25 (US)
 
About
Negotiation
The articles in this Special Report were previously published in
Negotiation 
,a monthly newsletter or leaders and business proessionals in every eld.
Negotiation 
is published by the Program on Negotiation at Harvard Law School, aninterdisciplinary consortium that works to connect rigorous research and scholarshipon negotiation and dispute resolution with a deep understanding o practice. For moreinormation about the Program on Negotiation, our Executive Training programs, andthe
Negotiation 
newsletter, please visitwww.pon.harvard.edu.To order additional copies o this Special Report or group distribution, or to ordergroup subscriptions to the
Negotiation 
newsletter, please call +1 800-391-8629 or+1 301-528-2676, or write tonegotiation@law.harvard.edu.For individual subscriptions to the
Negotiation 
newsletter, please visitwww.pon.harvard.edu/negotiation-monthly.To order the ull text o these articles, call +1 800-391-8629 or +1 301-528-2676,or write tonegotiation@law.harvard.edu. Visitwww.pon.harvard.eduto download other ree
Negotiation 
Special Reports.
 Negotiation
Editorial Board
Board members are leading negotiationaculty, researchers, and consultantsaliated with the Program onNegotiation at Harvard Law School.Max H. Bazerman
Harvard Business School
 Iris Bohnet
Kennedy School of Government,Harvard University
Robert C. Bordone
Harvard Law School
John S. HammondJ
ohn S. Hammond & Associates
Deborah M. Kolb
Simmons School of Management
 David Lax
Lax Sebenius, LLC
Robert Mnookin
Harvard Law School
Bruce Patton
Vantage Partners, LLC
Jeswald Salacuse
The Fletcher School of Law and Diplomacy,Tufts University
James Sebenius
Harvard Business School
Guhan Subramanian
Harvard Law School andHarvard Business School
Lawrence Susskind
Massachusetts Institute of Technology
Michael Wheeler
Harvard Business School
 Negotiation
Editorial Sta 
Academic Editor
G Sb
 Joseph Flom Proessor o Law and Business, Harvard Law School Douglas Weaver Proessor o Business Law, Harvard BusinessSchool 
Editor
K Sk 
Art Director
H Dc
Published byProgram on NegotiationHarvard Law School
Managing Director
 
S Hcky 
Assistant Director
J Kw
Cy © 0 by H Uy.T bc y  b c   w w  x w -   P  N. Yy  w  c ccy.
Dln w Dcul PPlnD Pblm
nnnD lDP
bcmn  b n  
hirty years of grodreakig researh, opressed ito threethoght-provokig days.Day 1:
Discover a ramework or thinking about negotiation success.
Day 2:
Examine and develop efective techniques or addressing a variety onegotiation challenges.
Day 3:
Put it all together and emerge well equipped to negotiate more skillully,condently, and efectively.
o register oie or to dooad the free Progra ide go to
 
.exetive.po.harvard.ed-D mn
 cl lcmbD, m
 
PROGRAM ON NEGOTIATION
To subscribe to
 Negotiation
, call +1 800-391-8629, write to negotiation@law.harvard.edu, or visitwww.pon.harvard.
. 1
Negotiate or litigate?
BY DEEPAK MALHOTRA
Whenever a dispute lares up,     k wc c  c w y  b c. S y ,,  y wk wy  cc   q?I c,      y xc. B c— —b  y. Sk w    ME cc (  D B-G’  q), I P M Yzk Rb  k   w     w  c c  k c    w  . I w,  w         y c.A cy c     b c, Rb’ w- y   c     qb 
 power-based 
 
interest-based 
c, c      (    w)   (  c-c c y’ ).H     c   k -b b-     c  b :
1. Keep communication lines open.
I y    y   x ( b , y b,  ), ’   c-c y   wy   y . A  bcc,   b    ,  w   c . I ,    w     cc-  , k wk  cy y c    ’   w. J bc  c w  y ’   b     b . W ’  y       , y       by.

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