Harvard Business School Press - Harvard business review on negotiation and conflict resolution

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title	:	Harvard Business Review On Negotiation and Conflict Resolution Harvard Business Review Paperback Series
author	:
publisher	:	Harvard Business School Press
isbn10 | asin	:	1578512360
print isbn13	:	9781578512362
ebook isbn13	:	9780585212906
language	:	English
subject	Negotiation in business, Conflict management.
publication date	:	2000
lcc	:	HD58.6.H383 2000eb
ddc	:	658.4/05
subject	:	Negotiation in business, Conflict management.

Page i Harvard Business Review on Negotiation and Conflict Resolution

Page ii THE HARVARD BUSINESS REVIEW PAPERBACK SERIES The series is designed to bring today's managers and professionals the fundamental information they need to stay competitive in a fast-moving world. From the preeminent thinkers whose work has defined an entire field to the rising stars who will redefine the way we think about business, here are the leading minds and landmark ideas that have established the Harvard Business Review as required reading for ambitious businesspeople in organizations around the globe. Other books in the series: Harvard Business Review on Brand Management Harvard Business Review on Breakthrough Thinking Harvard Business Review on Business and the Environment Harvard Business Review on the Business Value of IT Harvard Business Review on Change Harvard Business Review on Corporate Governance Harvard Business Review on Corporate Strategy Harvard Business Review on Crisis Management Harvard Business Review on Effective Communication Harvard Business Review on Entrepreneurship Harvard Business Review on Knowledge Management Harvard Business Review on Leadership Harvard Business Review on Managing High-Tech Industries Harvard Business Review on Managing People Harvard Business Review on Managing Uncertainty Harvard Business Review on Managing the Value Chain Harvard Business Review on Measuring Corporate Performance Harvard Business Review on Nonprofits Harvard Business Review on Strategies for Growth

Page iii Harvard Business Review on Negotiation and Conflict Resolution A HARVARD BUSINESS REVIEW PAPERBACK

Page iv Copyright 1960, 1984, 1988, 1990, 1994, 1997, 1999, 2000 President and Fellows of Harvard College All rights reserved Printed in the United States of America 04 03 02 01 00 5 4 3 2 1 All rights reserved. No part of this book may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, elec tronic, mechanical, photocopying, recording, or otherwise without the prior written permission of the copyright holder. The Harvard Business Review articles in this collection are available as individual reprints. Discounts apply to quantity purchases. For informa tion and ordering, please contact Customer Service, Harvard Business School Publishing, Boston, MA 02163. Telephone: (617) 783-7500 or (800) 988-0886,8 A.M. to 6 P.M. Eastern Time, Monday through Friday. Fax: (617) 783-7555, 24 hours a day. E-mail: custserv@hbsp.harvard.edu. Library of Congress Cataloging-in-Publication Data Harvard business review on negotiation and conflict resolution. p. cm. (Harvard business review paperback series) Includes index. ISBN 1-57851-236-0 (alk. paper) 1. Negotiation in business. 2. Conflict management. I. Harvard business review. II. Title: Negotiation and conflict resolution. III. Series. HD58.6.H383 2000 658.4'05dc21 99-28453 CIP The paper used in this publication meets the requirements of the American National Standard for Permanence of Paper for Publications and Documents in Libraries and Archives Z39.48-1992.

Page v Contents Management of Differences Warren H. Schmidt And Robert Tannenbaum 1 The Team That Wasn't Suzy Wetlaufer 27 Overcoming Group Warfare Robert R. Blake And Jane S. Mouton 57 Negotiating with a Customer You Can't Afford to Lose Thomas C. Keiser 87 Turning Negotiation into a Corporate Capability Danny Ertel 101 When Consultants and Clients Clash Idalene F. Kesner And Sally Fowler 129 Five Ways to Keep Disputes Out of Court John R. Allison 163 Alternative Dispute Resolution: Why It Doesn't Work and Why It Does Todd B. Carver And Albert A. Vondra 189 About the Contributors 215 Index 219

Page 1 Management of Differences Warren H. Schmidt and Robert Tannenbaum Executive Summary

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