9 dispute resolution

7/29/2019 9 Dispute Resolution

1/12

S P E C I A L R E P O R T

Working Together Toward Confict Resolution

on the Job and at Home

Dispute Resolution

www.pon.harvard.edu

Negotiation Special Report #9

$25 (US)


2/12

About Negotiation

The articles in this Special Report were previously published in Negotiation,

a monthly newsletter or leaders and business proessionals in every eld.

Negotiationis published by the Program on Negotiation at Harvard Law School, an

interdisciplinary consortium that works to connect rigorous research and scholarshipon negotiation and dispute resolution with a deep understanding o practice. For more

inormation about the Program on Negotiation, our Executive Training programs, and

the Negotiationnewsletter, please visit www.pon.harvard.edu.

To order additional copies o this Special Report or group distribution, or to order

group subscriptions to the Negotiationnewsletter, please call +1 800-391-8629 or

+1 301-528-2676, or write to [email protected] .

For individual subscriptions to the Negotiationnewsletter, please visit

www.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 to [email protected]. Visit www.pon.harvard.edu to download other

ree NegotiationSpecial Reports.

Negotiation Editorial Board

Board members are leading negotiationaculty, researchers, and consultantsaliated with the Program onNegotiation at Harvard Law School.

Max H. BazermanHarvard Business School

Iris BohnetKennedy School of Government,Harvard University

Robert C. BordoneHarvard Law School

John S. HammondJohn S. Hammond & Associates

Deborah M. KolbSimmons School of Management

David LaxLax Sebenius, LLC

Robert MnookinHarvard Law School

Bruce Patton

Vantage Partners, LLCJeswald SalacuseThe Fletcher School of Law and Diplomacy,Tufts University

James SebeniusHarvard Business School

Guhan SubramanianHarvard Law School andHarvard Business School

Lawrence SusskindMassachusetts Institute of Technology

Michael WheelerHarvard Business School

Negotiation Editorial StafAcademic Editor

G Sb

Joseph Flom Proessor o Law andBusiness, Harvard Law School

Douglas Weaver Proessor oBusiness Law, Harvard BusinessSchool

Editor

K Sk

Art Director

H D

Published by

Program on Negotiation

Harvard Law School

Managing Director

S Hk

Assistant Director

J K

Cg 0 b H U.

T b b

x -

Pg Ng. Y

.

Dln w Dcul PPl

nD Pblm

nnnD lDP

bcmn b n hirty years of grodreakig researh, opressed ito three

thoght-provokig 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 skillully,

condently, and efectively.

o register oie or to dooad the free Progra ide go to

.exetive.po.harvard.ed

-D mn

cl l

cmbD, m


3/12

P R O G R A M O N N E G O T I A T I O

To subscribe toNegotiation, call +1 800-391-8629, write to [email protected], or visit www.pon.harvard..

Foster relationships by building rapport

Over the years, NQ CEO

B b qg , - b (

b g). B b q;

b k

NQ .

O , B S H,

g, b q NQ.

Dg , , CEO

q .

Sg b q , B g

H. A g gg g.W j , k.

W H b ? H

,

q B . R, H

b k g.

I g, b-

g. Ng g kg

b . Sg, -

g gg g xg.

What is rapport?R b g

k b . W g ,

.


4/12

P R O G R A M O N N E G O T I A T I O N

2 To subscribe to Negotiation, call +1 800-391-8629, write to [email protected], or visit w ww.pon.harvard..

Ng g , g

b g . B g

b b g, b g k

k qz. R g

g g.

I -- , gg b -g b

g, g , g ,

kg . Ng g k kg

g g, . Hg k b

g , x, , -

.

k g b

g b g:

1. Go the extra mile. W bg g g,

b - g. A B S

H , g -

g b . Y

b, , b g

b b.

B , k , , b bgg . W g

, g -

. Ng gg g, b

k . k

, gg -- , k

, b - xg.

T -, , k b -

g , g

.

2. Chat frst, negotiate later. Ex k

g , ,

. E k , g b

b g g .


5/12



A x I zg g-

. I g , - g-

gg . I

gg k b

-g. T x g

g. T gg k

g -.

T b, g

b g, xg

(T Cg; Y, N C,

.) S k b bgg bg. T

gg k ,

, ,

k k. T

: k g k

g k ,

k b .

3. Let the other party know you.C g -

, b

g , .M g - b x g

g

gk . Ng -

b x . E

g , Mk, b

, g b k b

g . L ,

. Mk

, g

. B b , k

Mk g k. A ,

g. Mk b

.


6/12


4 To subscribe to Negotiation, call +1 800-391-8629, write to [email protected], or visit www.pon.harvard..

S g b g x

-- , k k,

. M g,

g b

x b .

Adapted rom Build Rapportand a Better Deal

By Janice Nadler,Negotiation, March 2007

Manage confict

in long-term relationships

Dan, vice president of a landscape architectural firm,

g j g. I , C, g g

k, g x k, D jb

g k k.

L k, C D b . W

g j? C k. I b g jb

j .

D z k b g j, b . F , b

b C . D k

k C . I, g

. N g, C g,

b k .

W k b g, b g

g. Y g b g

b, g, g

.

I bkDifcult Conversations: How to Discuss What Matters Most

(Pg Bk, 000), Dg S, B P, S H

gg

k b. g,
http://www.pon.harvard.edu/http://www.pon.harvard.edu/http://www.pon.harvard.edu/http://www.pon.harvard.edu/http://www.pon.harvard.edu/


7/12



g, g g , g

, g g , g g,

g.

T Difcult Conversations gg g

: W ? ,

g , . T k gg

g

.

The What happened? conversation. T b

, g impact intention. S -

g k g x. B g, k

intention . A ,

k .

D b g C gg j-

, x C k;

g k bg g x j. S, C x

kg k b -

g g g g q

. B , j,

x k .The eelings conversation. S, P, H -

. D g b g

g, , C . C

b g , , . W g g

, bg g ; ,

kg .

Rgzg g g xg g

. Y bg b kgg x g -

g -, b

gg b.

The identity conversation. F,

. T

g , g q-


8/12


6 To subscribe to Negotiation, call +1 800-391-8629, write to [email protected], or visit www.pon.harvard..

, A I ? A I g ?

E b bg, Dg S , k

g . C

-g g b .

D k k , b, b. I

b g b k C b kg

g j ? A C,

k . I D g? I ?

T g b D C b g b

g .

W , S , k - q,

, H g b gg bk? D

g , ? Y k, W

k? H g gg ?

I , D gz C

g b

. T g, D

k j C g- .

Adapted rom Howto Say What Matters Most

By Susan Hackley,Negotiation, August 2005

Negotiate business decisions

with amily members

What happens when b g b g? I

k , . M , ,, , g .

B k ,

b . O

b k , jzg b

b .


9/12



Ig b 8-- CEO b

g b g.

Dg , b b , g -

0 b V

. T CEO k b

x j . B ? T

, g 0, g

b. T , g 8, MBA g

, -g . T

g, , x

k.

B b k-,

b kg b. Y g

k b g . T CEO b

b x g

. ,

q k .

G , g g- g

xg b . Y g -

, kg .M, , g g-

b. H g k g

:

1. Prepare or complications. A

b , , , ,

g . C

b b

b -

gzg .

2. Strive or transparency. O g

g , b g

. T b k. W b ,

b g- gg


10/12


To subscribe to Negotiation, call +1 800-391-8629, write to [email protected], or visit www.pon.harvard..

b k. B b x b -

g b g.

W g , -

, - CEO g : I bg b kgg

bb g g b g . I

k b g

. I , k g

g. Ag -

g, b k g .

3. Consult a neutral adviser. A g g k

. , g ,

b g g

.

A g b, g b g

, , , ,

b x. Ig, x, CEO g

g b V k b .

T b k

k b g

bk. Pg q j g g, g b CEO k . Skg

g- g b b

q j .

I , CEO b -

b . T

k

V b g b .

4. Plan ahead. W g-

- b b, ,

, , g g. W -

b, b g b g

x , ,

. k


11/12

g, k -

b , , b. F,

g g b , k

g , , x ,

, .

Adapted rom All in the Family: Managing Disputes with Relatives

By Frank E.A. Sander and Robert C. Bordone,Negotiation,March 2006



12/12

www.pon.harvard.edu

O N T I N U E Y O U R N E G O T I A T I O N L E A R N I N G

ATTEND an upcoming Executive Education program

Negotiation and Leadership: Dealing with Difcult People and ProblemsDesigned to accelerate your negotiation capabilities, this three-day oering examines core decision-making

challenges, analyzes complex negotiation scenarios, and provides a range o competitive and cooperative

negotiation strategies. You will emerge well prepared to achieve better outcomes at the bargaining table, every time

In-Depth, One-Day Author SessionsGroundbreaking ideas, global insights, and innovative strategies all taught by the experts who literally wrote

the book on them.

Harvard Negotiation Institutes Summer ProgramsRanging in duration rom two to ve days, each program ocuses on a critical aspect o negotiation.

For an updated listing o programs, including dates and locations, or to download a complete program guide,

visit www.pon.harvard.edu.

SUBSCRIBE to Negotiation, the monthly newsletter

Drawing on ideas rom leading authorities and scholars in the eld o negotiation, this timely publication

provides proven strategies and techniques aimed at improving your ability to get deals done, solve problems,

preserve relationships, and manage confict.

o learn more or subscribe, call +1 800-391-8629 (outside the U.S., dial +1 301-528-2676), email

[email protected], or visit www.pon.harvard.edu/negotiation-monthly.

EDUCATE yoursel and others on key negotiation topics

Access teaching materials and publications in the Program on Negotiations Clearinghouse, including role-play

simulations, videos, books, periodicals, and case studies. Most Clearinghouse materials are designed or use by

college aculty, corporate trainers, mediators, and acilitators, as well as individuals who seek to enhance their

negotiation skills and knowledge.

o view all Clearinghouse teaching materials and publications, visit www.pon.harvard.edu/shop/home/.

READ the NegotiationJournalTis quarterly publication is committed to the development o better strategies or resolving dierences through

the give-and-take process o negotiation. Negotiation Journals eclectic, multidisciplinary approach reinorces

its reputation as an invaluable international resource or anyone interested in the practice and analysis o

negotiation, mediation, and confict resolution.

o learn more or subscribe, visit www.pon.harvard.edu/publications/.

Mediating Disputes

Negotiation: Strategies, Tools, and Skills or Success

Improving Negotiation Eectiveness

Dealing with Difcult Conversations

Advanced Negotiation: Deal Set-Up, Design, and Implementation

Intensive Negotiations or Lawyers and Executives

9 dispute resolution

Documents