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Books
A path-breaking introduction to the "three dimensions" of complex negotiated deal-making: table tactics, deal design, and the crucial but often overlooked dimension of setup
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Howard Raiffa
Winner of the 1985 Leo Melamed Prize of the Journal of Business for the most significant published work by a faculty member in a school of business in the preceding two years.
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This third volume in the Rethinking Negotiation Teaching book series critically examines what is taught in contemporary negotiation courses and how they are taught, with special emphasis on how best to "translate" teaching methodology to succeed with diverse, global audiences.
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Robert Mnookin offers practical advice for the most challenging conflicts -- when you are facing an adversary you don't trust, who may harm you, or who you may even feel is evil.
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The Essential Tool for Successfully Resolving Conflict. A powerful blueprint for managing conflict -- international, local, or personal.
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Winner of the 2005 CPR Award for Excellence in ADR (Outstanding Book Category). Practical and straightforward advice to use emotions to turn a professional or personal disagreement - big or small - into an opportunity for mutual gain.
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Winner of the 2000 CPR Award for Excellence in ADR (Outstanding Book Category)
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Blind Spots examines the ways we overestimate our ability to do what is right and how we act unethically without meaning to. This book suggests innovative individual and group tactics for improving human judgment.
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A handbook to change the way you hold meetings, paving the way for efficiency, efficacy, and peaceful decision making
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Winner of the 2002 CPR Award for Excellence in ADR (Outstanding Book Category)
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Winner of the 2001 CPR Award for Excellence in ADR (Oustanding Book Category)
Role Simulations
Elizabeth Gray, Mark Gordon and Bruce Patton
Two-party distributive and potentially integrative negotiation between principals over the sale of a houseLawrence Susskind
Six-party, multi-issue contract negotiation between management and union members of a publishing firmNicholas Sabin
Two-party term sheet negotiation between a venture capitalist and the founder of an aerospace start-up company in which participants are scored both on their substantive performance and on the other party's perception of the relationshipThe Consensus Building Institute
Six-party nonscorable negotiation among nonprofit, business, and community representatives regarding the most appropriate methods for fund raising and distributionsDuncan MacLaren
Two-party negotiation between a company field representative and a large corporate customer over a possible product returnConsensus Building Institute and Alberta Environmental Appeal Board
Mediation of a three-party dispute among a paper mill, a community group, and an environmental regulatory agency over the paper mill's air pollution permitJAMS/Endispute
Michael Wheeler and Lawrence Susskind
Two-party, single-issue distributive negotiation between principals regarding a potential real estate saleTaline Aharonian and Agieszka Klich
Complex 13-party, two-team facilitated negotiation between private citizens from both sides of an actual long-term ethnic conflictP. Terrance Hopmann
Multi-issue arms control negotiation among representatives of eight fictional countriesImam Soliman under the direction of David Fairman
The Athens-Melos Role Play is a simulation from the Workable Peace Curriculum Series unit on Ancient Greece and the Peloponnesian War.Anita Ramasastry and Erin Monaghan
Two-party negotiation between attorneys for a male executive and a recently terminated female employee regarding allegations of sexual harassment and gender discriminationBruce Deming
Two-party negotiation between attorneys for a state agency and a gay advocacy group regarding a state policy that led to the removal of two foster children from the home of a gay coupleDan Vogel, under the supervision of Robert Bordone and Gillien Todd
Michael D. Landry
Two-team, multi-issue negotiation between representatives of two fictional countries regarding a disputed border and a military stand-offJames Emerson with Ben Longoria, under the supervision of Professors Robert Mnookin and Lawrence Susskind
This exercise is a six-party simulation of multiparty negotiations in a bankruptcy (reorganization) and mass torts context. The simulation represents a ...Mona Haywood and Lawrence Susskind
Six-party task force negotiation regarding the application of environmental policy to the operation of an incinerator in a racially diverse communityRoger Fisher and Bruce Patton
Two-party distributive negotiation over the sale of a rare automobileTodd Schenk under the supervision of David Fairman, David Plumb, Lawrence Susskind, Philip Angell, and Kelly Levin
Eight-party negotiation (with option for a ninth person facilitator) regarding climate change issues in a situation loosely based on the situation in Ghana.Kelly Davenport, Pat Field and Lawrence Susskind
Two-party, two-issue integrative negotiation between representatives of a construction company and a Native American group regarding allocation of construction jobsKelly Davenport and Lawrence Susskind
Six-party negotiation among business, municipal, and environmental representatives regarding a potential ban on billboard advertisingLawrence Susskind, Deborah Kolb, Paddy Moore, Margaret Borne and Peter Shapiro
Three- or four-party consultation by one or two human resources representatives to manage an affirmative action complaint by an employee against his supervisorSheila Heen and Douglas Stone
Two-party negotiation between a teaching fellow and a student about the student's grade on a paper exploring biographical and racial issuesBruce Patton
Two-party, single-issue negotiation between a customer and a department store clerk about the return of a defective blenderMieke van der Wansem, Lawrence Susskind and Janet Martinez
Five-party multi-issue negotiation among foundation, community, and medical board members of a new health foundation to set community health funding priorities and strategies for community engagementPaddy Moore, Hal Movius, and Lawrence Susskind
Five-party, four-issue internal negotiation among employees of a major engine manufacturer to agree on procurement guidelines in preparation for external negotiations with suppliersCatherine Preston and Lawrence Susskind
Five-issue negotiation between three factory representatives and three Federal Environmental Agency representatives over the factory's new operational agreement, in the context of harsh public criticism of both partiesMichael Wheeler
Two-party, single-issue distributive negotiation between a publisher and a literary agent over the advance payment for the agent's unpublished but very promising clientMelissa Manwaring, under the direction of David Fairman and Stacie Nicole Smith
Six-party, multi-issue negotiation among governmental, organizational, and family stakeholders regarding the implementation of court-ordered racial integration measures in Boston public schools and possible improvements in education and community relationsMichael Wheeler
Two-team, multi-issue employment contract negotiation between three teachers' union representatives and three school committee representatives; includes internal team meetings before external negotiationsMichael Wheeler
Two-party, single-issue distributive negotiation over a linkage payment that a developer must make to a city government; includes ethical issuesMarjorie Corman Aaron and JAMS/Endispute
Four-person mediation and/or arbitration of a personal injury claim, among plaintiff, plaintiff's lawyer, and counsel for defendant's insurance company; arbitrator roles include possible plaintiff or defense biasVideo and Audio
Videos and Audio
