GSJ: Volume 8, Issue 5, May 2020, Online: ISSN 2320-9186 www.globalscientificjournal.com TEACHING MATERIALS ON EXTRAJUDICIAL SETTLEMENT NEGOTIATION Dr. Murillo de Oliveira Dias 1 , Dr. Raphael de Oliveira Albergarias Lopes 2 , André Correia Teles 3 , Ana Patricia Castro 4 , Aline da Silva Torres Pereira 5 1 Coordinator of DBA Programs at Fundação Getulio Vargas, Brazil 1 Corresponding e-mail: murillo.dias@fgv.br // agenda.murillo@gmail.com 1,2,3,4,5 Fundação Getulio Vargas, Brazil - Praia de Botafogo 190, Rio de Janeiro, Brazil, ZIP Code 22250900 ABSTRACT This 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 practi- tioners. 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 fact- finding to achieve mutual benefit deals. Further implications suggest that the current teaching case may be useful for de- veloping negotiation skills, which can also end in Court. Discussion and future research recommendations comprise the present investigation. Keywords: Negotiation, Extrajudicial settlement, Teaching materials INTRODUCTION: - This article addressed the one single case on the extrajudicial settlement in the Federal District (DF), Brasília, center-west Brazil, as the unit of analysis (Yin, 1988). This teaching case compiled a full set of teaching notes and case dynamics and instructions (see Appendixes). The objec- tive is to provide a new perspective in similar extrajudicial settlements in Brazil, which helps negotiation teachers, schol- ars, lawyers, professors, instructors, mediators, decision-makers, and practitioners. Negotiation is defined as “a process of communication by which two or more persons seek to advance their individual interests through joint action.” (Salacuse, 2006, p. 7). Also, “Negotiation is a process of communicating back and forth for the purpose of reaching a joint decision.” (Fisher, Ury & Patton, 1981, p. 20). We followed Raiffa (1982), who has defined distributive negotiations as "one single issue, such as money, is under con- tention" (p.33), and integrative negotiation as a "bargaining–in which there are two parties and several issues to be negoti- ated" (p.131). Then, we followed the mutual gains approach (Susskind & Cruikshank, 1987; Susskind & Field, 1996). Finally, we followed the Four-Type negotiation matrix (Dias, 2020), by which case is classified as Type I negotiation GSJ: Volume 8, Issue 5, May 2020 ISSN 2320-9186 1529 GSJ© 2020 www.globalscientificjournal.com