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Role Simulations
Michael Wheeler and Lawrence Susskind
Two-party, single-issue distributive negotiation between principals regarding a potential real estate saleMichael 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single-issue distributive negotiation between a publisher and a literary agent over the advance payment for the agent's unpublished but very promising clientMichael Wheeler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 issuesMichael Wheeler
Two-party real estate negotiation between a developer and a representative of the owner of a parcel surrounded by the developer's land, over the future of both parcelsDeborah Kolb and Michael Wheeler
Two-party negotiation between a company's chief financial officer and the head of the human resources department regarding the budget for the department's reorganizationFrank Sander, Michael Wheeler and William Ury
Two-party, multi-issue negotiation between lawyers for a divorcing couple over the terms of the divorce, including alimony, child support, and income tax issuesMichael Wheeler
Two-party integrative negotiation between representatives for a divorcing couple over the amount of child support paymentsLarry Crump, based on a concept developed by Michael Wheeler and Lawrence Susskind
Two-party potentially integrative negotiation between a property owner and a neighboring business over the sale of two real estate parcelsMichael Wheeler
Two-party, single-issue distributive negotiation between two neighbors regarding the potential sale of a vacant lot; refinement of Appleton-BakerThree-party scoreable negotiation among three firms regarding the joint construction of an off-street parking facility; variation of "Three-Party Coalition"
Michael Wheeler
Two-party integrative contract negotiation between a computer consultant and a school district representative at an apparent impasse over different expectations over cost of servicesMichael Wheeler
Two-party, multi-issue negotiation between lawyers representing a divorcing couple regarding alimony and financial support for a special-needs child; involves ethical issuesMichael Wheeler
Four-person, simplified, iterated prisoner's dilemma exerciseCase Studies & Articles
Michael Wheeler
Video and Audio
Videos and Audio
Michael Wheeler
A simulated mediation between an aid worker and a project funder, featuring Getting to YES co-author Bruce Patton as the mediator
Videos and Audio
Professor Michael Wheeler
An unscripted video showing an experienced negotiation professor teaching a complete class session through role simulation debrief, video, and discussion, interspersed with instructor commentaryBooks
Book
An edited collection of writings on the topic of ethics in negotiation
