Case Studies & Articles

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The Program on Negotiation’s Teaching Negotiation Resource Center (TNRC) offers a variety of case studies, exercises and individual articles. Many of the case studies are designed to provide groups, whether in classes or less formal learning environments, with a common context for fruitful and lively discussion, often based on real-world examples. For example, the Negotiating a Template for Labor Standards: The U.S.-Chile Free Trade Agreement case – which is based on extensive interviews and literature review – explores the interests and positions of each side, the complexity of negotiating a deal like this, the options available, and the actual pathway the participants followed to research agreement. The Great Negotiator series presents the work of outstanding negotiators in case study format.

Other exercises in this section are designed to facilitate self-reflection. For example, the Hard/Soft Negotiation Choice Exercise introduces the notion of ‘principled negotiation’ by having participants assess their own negotiation styles.

A set of working papers by PON-affiliated faculty can also be found in the TNRC. They cover a wide spectrum of topics, from ideological constructs in international trade disputes to the factors that impede collaboration in ‘virtual’ corporate teams. Please note that many of the more recent articles by PON-affiliated faculty are available free-of-charge through the Social Science Research Network rather than through the TNRC.

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Case Studies & Articles

Gina Coplon-Newfield

This case study provides an intimate view into the fierce battle among major US nonprofit environmental groups, Members of Congress, and industry over energy policy in 2007. The resulting law slashed pollution by raising car efficiency regulations for the first time in three decades. For negotiators and advocates, this case provides important lessons about cultivating champions, neutralizing opponents, organizing the masses, and using the right message at the right time.

Margaret Borne, with the assistance of Deborah Kolb, Paddy Moore and Lawrence Susskind

James K. Sebenius and Jeswald Salacuse, with Daniel Curran, Laurence A. Green, Rebecca Hulse and Kristin Schneeman

A package of factual case studies featuring recipients of the Program on Negotiation's Great Negotiator Award

Wayne H. Davis, based on an idea by Debby Lanstaff

Stephen Weiss and Sarah Tatrallyay

This case study centers on the most challenging task for a negotiator: to reach a satisfactory agreement with a tough counterpart from a position of low power—and to do so in an uncommon context. The case concerns the executive director of a zoo in the U.S. who seeks two giant pandas, an endangered species, from their only source on the planet: China.

Lawrence Susskind and Janet Martinez

A package of four role simulations and a working paper focusing on the negotiation issues facing managers of not-for-profits, foundations, community groups, and other philanthropic organizations
Book

Lawrence Susskind, Robert Mnookin, Boyd Fuller, and Lukasz Rozdeiczer

Book
A 27-page handbook designed to introduce high school students to problem-solving, interest-based negotiation

The Great Negotiator Collection

James K. Sebenius and Jeswald Salacuse, with Daniel Curran, Laurence A. Green, Rebecca Hulse and Kristin Schneeman

A package of factual case studies featuring recipients of the Program on Negotiation's Great Negotiator Award

Books

Book

Lawrence Susskind, Robert Mnookin, Boyd Fuller, and Lukasz Rozdeiczer

Book
A 27-page handbook designed to introduce high school students to problem-solving, interest-based negotiation

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