Negotiating in Today’s World is a comprehensive video-based training seminar designed for corporate executives, government personnel, and others who are responsible for conducting negotiations both at home and abroad. A fact-filled compendium of practical information on deal-making in any context, the program features Jeswald W. Salacuse, Dean and Professor of Law at the Fletcher School of Law and Diplomacy at Tufts University and a recognized authority in the field of international negotiating. The seminar is designed to be used as a complete training program or in separate parts. After viewing the program and completing the discussion questions and exercises in the study guide, course participants should be well on the way to negotiating domestic or international agreements in an effective manner.
The seminar consists of:
- Making Global Deals: a videotape delineating seven common barrier to making global deals: negotiating environment, culture, ideologies, bureaucracies, foreign governments and laws, money instability and change. The tape also suggests ways of overcoming each barrier. (89 minutes)
- Seven Principles of Negotiating: a videotape highlighting seven negotiation tenets applicable to both domestic and international negotiations: thorough preparation; knowing your options and alternatives; the importance of fairness, flexibility, listening and communication skills; and more. (35 minutes)
- Study Guide: a comprehensive guide summarizing what you will learn from the seminar, an outline of the main points of the videos, discussion questions and exercises — all designed to increase the value of the videos and retention of their main points.
- Making Global Deals: Negotiating in the International Marketplace: by Jeswald W. Salacuse — the best-selling business book on which the seminar is based.
- Two video reference cards: color-coded outlines of both videotapes, keyed to the on-screen visual referencing system used in the videos.
Soft copy vs. hard copy
You may order this role simulation in either soft copy (electronic) or hard copy (paper) format. If you select the soft copy option, you will receive an e-mail with a URL (website address) from which you may download an electronic file in Adobe Acrobat PDF format. You are then permitted to view the document on your computer and either print the number of copies you purchased, or forward the electronic file as many times as the number of copies you purchased. You will only receive a link to one electronic file per document. So, if you order 25 soft copies, you may either forward copies of the link to 25 people via e-mail, or print (and/or photocopy) 25 hard copies of the document.
If you select the hard copy option, you will receive paper copies of this role simulation via the shipping method you select.
The purchase price and handling fee are the same for both soft and hard copies. Soft copies do not entail a shipping fee.
For additional information about the soft copy option, please visit our FAQ section, or contact the PON Clearinghouse at chouse@law.harvard.edu or 800-258-4406 (within the U.S.) or 781-966-2751 (outside the U.S.).
Please note: At the present time, Clearinghouse soft copies are compatible with the following versions of the Adobe Acrobat Reader: English, German, French, Spanish, Swedish, Portuguese, Japanese, and Korean. If you have a different version of the Acrobat Reader, you may wish to download one of these at http://www.adobe.com/products/acrobat/readstep2.html, or contact the PON Clearinghouse at chouse@law.harvard.edu, 800-258-4406 (within the U.S.), or 781-966-2751 (outside the U.S.) for further assistance. This restriction does not apply to the freely available Teacher’s Package Review Copies.
Ordering a single copy for review
If you wish to review the materials for a particular role simulation to decide whether you’d like to use it, then you should order a single Teacher’s Package for that role simulation. A PDF, or soft copy, version of the Teacher’s Package is also available as a free download from the description page of most role simulations and case studies. There is no need to order participant materials as well as a Teacher’s Package, as all Teacher’s Packages include copies of all participant materials. In addition, some Teacher’s Packages (but not all) include additional teaching materials such as teaching notes or overhead masters. Please note that the materials in Teacher’s Packages are for the instructor’s review and reference only, and may not be duplicated for use with participants.
Ordering copies for multiple participants
If you wish to order multiple copies of a role simulation for use in a course or workshop, simply enter the total number of participants in the box next to “Participant Copies.” There is no need to calculate how many of each role is required; the Clearinghouse will calculate the appropriate numbers of each role to provide, based on the total number of participants. For example, if you wish to order a 2-party role simulation for use with a class of 30 students, you would enter “30” in the box next to “Participant Copies.” You then would receive 15 copies of one role and 15 copies of the other role, for use with your 30 participants. As another example, if you ordered 30 participant copies of a 6-party role simulation, you would receive 5 copies of each role.
In the event that the number of participant copies you order is not evenly divisible by the number of roles in the simulation, you will receive extra copies of one or more roles. Participants receiving the extra roles may partner with other participants playing the same role, thus negotiating as a team. So, for instance, if you ordered 31 copies of a 2-party role simulation, you would receive 15 copies of the first role and 16 copies of the second role. One of the participants playing the second role would partner with another participant playing that same role, and the two would negotiate as a team.
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