Harvard Dispute Resolution

7/28/2019 Harvard Dispute Resolution

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

Working Together Toward Confict Resolutionon the Job and at Home

Dispute Resolution

www.pon.harvard.eduNegotiation Special Report #9

$25 (US)


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About NegotiationThe articles in this Special Report were previously published inNegotiation ,a monthly newsletter or leaders and business pro essionals in every eld.Negotiation is 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 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 theNegotiation newsletter, please call +1 800-391-8629 or+1 301-528-2676, or write to [email protected].

For individual subscriptions to theNegotiation 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 [email protected]. Visitwww.pon.harvard.eduto download otherree Negotiation Special Reports.

Negotiation Editorial BoardBoard members are leading negotiationaculty, researchers, and consultantsa liated 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 Staf 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

Published byProgram on NegotiationHarvard Law School

Managing Director

S H k

Assistant Director

J K

C g 0 b H U .T b b

x - P g N g . Y

.

D l n w D cul P PlnD P bl m

n nnD 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 onegotiation 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

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c l lc mb D , m


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

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

Foster relationships by building rapport

Over the years , N Q CEO B b q g , - b (

b g ). B b q ; b k

N Q .O , B S H ,

g , b q N Q .D g , , CEO

q .S g b q , B g

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q B . R , H b k g .I g , b -

g . N g g k g

b . S g , - g g g g x g .What is rapport? R b g k b . W g ,

.


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

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

N g g , g b g . B g b b g , b g k

k q z . R g

g g .I - - , g g b - g b

g, g , g , k g . N g g k k g g g, . H g k b

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2. Chat frst, negotiate later. Ex k g , ,

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g , M k , b, g b k b g . L ,

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

S g b g x - - , k k,

. M g , g b

x b .

Adapted rom Build Rapportand a Better Deal

By Janice Nadle r, Negotiation , March 2007

Manage confictin long-term relationships

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k , g x k, D j b g k k .L k, C D b . W

g j ? C k . I b g j b j .

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. N g , C g , b k .

W k b g, b g g . Y g b g

b , g , g .

I b k Difcult Conversations: How to Discuss What Matters Most (P g B k , 000), D g S , B P , S H

g g k b . g ,
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g , g g , g , g g , g g ,

g .T Difcult Conversations gg g

: W ? , g , . T k g g

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g k g x . B g, k intention . A ,

k .D b g C g g j-

, x C k; g k b g g x j . S , C x k g k b -

g g g g q . B , j ,

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. D g b gg , , C . C

b g , , . W g g, b g g ; , k g .R g z g g g x g g

. Y b g b k g g x g -g - , b g g b .

The identity conversation. F , . T g , g q -


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

, A I ? A I g ?E b b g , D g S , k

g . C - g g b .

D k k , b , b . I b g b k C b k g 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 g g b k? D g , ? Y k, W

k ? H g g g ?I , D g z C

g b . T g , D

k j C g- .

Adapted rom How to Say What M atters Most

By Susan Hackle y, Negotiation , August 2005

Negotiate business decisionswith amily members

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k , . M , ,, , g .

B k , b . O

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I g b 8- - CEO b g b g .

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x g b . Y g -

, k g .M , , g g -

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1. Prepare or complications. A b , , , ,

g . C b b

b -g z g .

2. Strive or transparency. O g g , b g

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b k . B b x b -g b g .

W g , -, - CEO g : I b g b k g g

b b g g b g . I k b g

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g, b k g .3. Consult a neutral adviser. A g g k

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b x . I g , x , CEO g g b V k b .

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b k. P g q j g g , g b CEO k . S k g

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k V b g b .

4. Plan ahead. W g - - b b , , , , g g. W -

b , b g b gx , ,

. k


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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. Bordon e, Negotiation , March 2006



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www.pon.harvard.edu

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

ATTEND an upcoming Executive Education programNegotiation and Leadership: Dealing with Di fcult People and ProblemsDesigned to accelerate your negotiation capabilities, this three-day o ering examines core decision-makingchallenges, 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 wrotethe 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 toNegotiation , the monthly newsletterDrawing on ideas rom leading authorities and scholars in the eld o negotiation, this timely publicationprovides 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 protected], or visit www.pon.harvard.edu/negotiation-monthly .

EDUCATE yoursel and others on key negotiation topicsAccess 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 theirnegotiation skills and knowledge.

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

READ theNegotiation JournalTis quarterly publication is committed to the development o better strategies or resolving di erences throughthe give-and-take process o negotiation. Negotiation Journal s eclectic, multidisciplinary approach rein orcesits 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 E ectiveness

Dealing with Di fcult Conversations

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

Intensive Negotiations or Lawyers and Executives

Harvard Dispute Resolution

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