Case Studies & Articles
Gina Coplon-NewfieldThis 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.
Lawrence Susskind & Jeffrey L. CruikshankA handbook to change the way you hold meetings, paving the way for efficiency, efficacy, and peaceful decision making
Lawrence Susskind & Patrick FieldWinner of the 1996 CPR Award for Excellence in ADR (Outstanding Book Category)
William UrySelected by TIME as one of the best negotiation books of 2015
Deborah Kolb, Judith Williams, Carol FrohlingerA practical guide for women negotiating the challenges of any demanding role, including tips for avoiding common traps and strategic moves for success
Deborah Kolb & Jessica PorterSelected by TIME as one of the best negotiation books of 2015, Negotiating at Work offers practical advice for managing your own workplace negotiations: how to get opportunities, promotions, flexibility, buy-in, support, and credit for your work.
Doug Stone & Sheila HeenThe bestselling authors of the classic Difficult Conversations teach us how to turn evaluations, advice, criticisms, and coaching into productive listening and learning
Lawrence Susskind, Charles Hecksher, and Elaine LandryTwo-team, multi-issue collective bargaining contract negotiation between three union representatives and three management representatives for a telephone company; includes an internal team meeting before external negotiations
Video and Audio
Deborah M. Kolb, with the Simmons College Graduate School of Management, and the Program on Negotiation at Harvard Law School
"Caitlin's Challenge" is a short case recounting Caitlin Elliot's history at a company called Microenterprises Incorporated and her negotiation with its CEO, George Baker, about a promotion and a bonus. The case is good for discussion about what makes negotiating for oneself in an organization more difficult than negotiating on behalf of others. The video can be analyzed using a moves and turns framework and it ideal for management and leadership courses in addition to negotiation and conflict resolution courses.