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Management article
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Reference no. C0112A
Authors: Dianna Hand
Published by: Harvard Business Publishing
Published in: "Harvard Management Communication Letter", 2001

Abstract

Negotiations don''t have to be win-lose. The key is to think of negotiations and conflict resolution as a "transformational journey" rather than as a single event. True conflict resolution is a collaboration to produce something new and creative, not a suppression or settlement of conflict. This article details the steps of the transformational journey that leads to collaborative resolution: listening, learning, looking, and leveraging.

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Abstract

Negotiations don''t have to be win-lose. The key is to think of negotiations and conflict resolution as a "transformational journey" rather than as a single event. True conflict resolution is a collaboration to produce something new and creative, not a suppression or settlement of conflict. This article details the steps of the transformational journey that leads to collaborative resolution: listening, learning, looking, and leveraging.

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