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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.

Books

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Book

Lawrence Susskind & Jeffrey L. Cruikshank

A handbook to change the way you hold meetings, paving the way for efficiency, efficacy, and peaceful decision making
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Book

Lawrence Susskind & Patrick Field

Winner of the 1996 CPR Award for Excellence in ADR (Outstanding Book Category)
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William Ury

Selected by TIME as one of the best negotiation books of 2015
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Winner, National Institute for Advanced Conflict Resolution's 2005 Book Award - A cutting-edge, comprehensive, inter-disciplinary resource regarding the nature of disputes and the range of dispute resolution processes
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Deborah Kolb, Judith Williams, Carol Frohlinger
A practical guide for women negotiating the challenges of any demanding role, including tips for avoiding common traps and strategic moves for success
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Newly annotated edition of the management classic that proposed Theory Y - that individuals are self-motivated - as an alternative to Theory X - that employees must be commanded and controlled
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Deborah Kolb & Jessica Porter

Selected 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.
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An annual compilation of research papers addressing a range of transboundary environmental negotiation issues
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Max Bazerman

A guide to making better decisions, noticing important information in the world around you, and improving leadership skills.
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An exploration of why political and organizational leaders so often miss or ignore impending disasters, despite having all of the evidence necessary to anticipate them, and what they can do to prevent them
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Doug Stone & Sheila Heen

The bestselling authors of the classic Difficult Conversations teach us how to turn evaluations, advice, criticisms, and coaching into productive listening and learning
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Iris Bohnet

A "game-changer" that demonstrates how research is addressing gender bias, improving lives and performance.

Role Simulations

Role Simulation
Corporate Decision-Making Negotiation Role-Play:

Browning Brothers Search

Jeswald W. Salacuse
Five- to six-person negotiation between search committee members asked to reach consensus on characteristics needed for a new leader to right a financial company in crisis
Role Simulation
Lawrence Susskind, Charles Hecksher, and Elaine Landry
Two-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
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

What To Do With Hexiglass?

Beth Doherty and Hal Movius
3-player, non-scoreable game designed to teach the benefits of managing communication and trust in the context of a technology negotiation.

Video and Audio

Videos 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.
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Videos and Audio

Jeswald W. Salacuse, Program on Negotiation (2003)

Hans Brandt is a short film which presents a dramatized problem for use in courses on negotiation, conflict resolution, management, or leadership. The brevity of the film and the richness of the teaching notes make the film highly adaptable for use in a variety of classroom settings.
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Videos and Audio

Sheila Heen and Melissa Manwaring

An unscripted video showing an experienced negotiation instructor running and debriefing the "Oil Pricing" exercise, interspersed with excerpts from a post-workshop interview with the instructor
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Videos and Audio

Jeswald W. Salacuse

A short dramatized problem regarding a dispute between two corporate officers over the best way to improve company profitability

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