ExTRAJUDICIAL.pdf (1.12 MB)
TEACHING MATERIALS ON EXTRAJUDICIAL SETTLEMENT NEGOTIATION
journal contribution
posted on 2020-05-31, 12:55 authored by MURILLO DE OLIVEIRA DIASMURILLO DE OLIVEIRA DIASThis article addressed an extrajudicial settlement negotiation case in Brazil, aiming at improving the negotiation skills of
lawyers through a two-party role-play simulation. Therefore, this work sheds more light on the distributive negotiations
and presents a complete set of teaching materials, useful for scholars, instructors, managers, lawyers, and other practitioners. The subject was chosen because of replicability in business and lawyering scenarios. This case was designed
mainly to prevent the conflict escalation that generally ends in the Court of law. Key findings pointed out the necessity of
improving negotiation skills, such as understanding the other party's underlying interests, value creation, and joint factfinding to achieve mutual benefit deals. Further implications suggest that the current teaching case may be useful for developing negotiation skills, which can also end in Court. Discussion and future research recommendations comprise the
present investigation.