Poles Apart on PZU (B)

Posted: 9 Apr 2012

See all articles by Francesca Gino

Francesca Gino

Harvard University - Business School (HBS)

Vincent Dessain

Harvard Business School - Finance Unit; European Research Center

Karol Misztal

Harvard University - Business School (HBS)

Michael Khayyat

Harvard University

Multiple version iconThere are 3 versions of this paper

Date Written: February 24, 2012

Abstract

In September 2008, the Polish State Treasury and the Dutch insurer Eureko were wondering if they were ready for reaching an amicable solution on PZU. If so, for how much and under what conditions should they settle so that they, as well as PZU, are satisfied? If not, what other potential alternatives might exist?

Learning Objective: To discuss different approaches to dispute resolution, and the role of relationship and trust in negotiation. To identify the interests of each party involved in the conflict, and how issues of mistrust and negative emotions can derail potential solutions to conflicts and the use of an interests-based approach to dispute resolution.

Suggested Citation

Gino, Francesca and Dessain, Vincent and Misztal, Karol and Khayyat, Michael, Poles Apart on PZU (B) (February 24, 2012). Harvard Business School NOM Unit Case No. 912-014, Available at SSRN: https://ssrn.com/abstract=2037362

Francesca Gino (Contact Author)

Harvard University - Business School (HBS) ( email )

Soldiers Field Road
Morgan 270C
Boston, MA 02163
United States

Vincent Dessain

Harvard Business School - Finance Unit; European Research Center ( email )

Boston, MA 02163
United States

Karol Misztal

Harvard University - Business School (HBS) ( email )

Soldiers Field Road
Morgan 270C
Boston, MA 02163
United States

Michael Khayyat

Harvard University ( email )

59, Shepard st
Cambridge, MA 02138
United States

Do you have a job opening that you would like to promote on SSRN?

Paper statistics

Abstract Views
533
PlumX Metrics