ABA Dispute Resolution Conference April 7-9, 2016
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The ABA Dispute Resolution Section Spring Conference is always a highlight. For 2016 it’s being held in New York City, making it real easy for me. The breadth and scope of the topics are, as usual, phenomenal, making this event consistently the Class Act of the ADR year.
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D1: Checkmate: Early Moves Define Negotiation Outcomes
Negotiation Patterns Follow Predictable Social Conventions
Time: 3:15 – 4:30pm, April 7, 2016
Room: Empire Ballroom West, 2nd Floor
Practice Area Track: Negotiation
Chess grandmasters report that while a match may last hours, the board is set in the first few moves. Players send strategic signals early and then work for hours to implement their plan while taking account of but not being controlled
by their opponent’s moves. They relentlessly run their plan. Effective negotiators also send strong signals in their first few moves. Come discuss why our emphasis should be on the concessions between the first and second (and second and third) rounds. Closing techniques are great, but no amount of frosting will save an unbaked cake.
Don Philbin, Picture It Settled, LLC, San Antonio, Texas
Cari Wint, Bristol-Myers Squibb, New York, NY
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