Negotiations are a process through which individuals or groups can resolve disputes, settle business transactions, or construct working agreements. The process of negotiation involves creating and claiming value at the bargaining table and can be classified as either distributive or integrative in nature. An example of a distributive negotiation would be haggling over the value of a used car while an integrative negotiation would be two rival companies discussing how they can share research and developments costs in future product development. Distributive negotiations involve the "distribution" of value already present while integrative negotiations seek to create value during the process of negotiation or, in other words, add to the pie of assets over which negotiations are taking place.
Ethics Negotiation Role-Play:
The Consensus Building InstituteSix-party nonscorable negotiation among nonprofit, business, and community representatives regarding the most appropriate methods for fund raising and distributions
Cross-Cultural Negotiation Role-Play:
Imam Soliman under the direction of David FairmanThe Athens-Melos Role Play is a simulation from the Workable Peace Curriculum Series unit on Ancient Greece and the Peloponnesian War.
James Emerson with Ben Longoria, under the supervision of Professors Robert Mnookin and Lawrence SusskindThis exercise is a six-party simulation of multiparty negotiations in a bankruptcy (reorganization) and mass torts context. The simulation represents a ...
Paddy Moore, Hal Movius, and Lawrence SusskindFive-party, four-issue internal negotiation among employees of a major engine manufacturer to agree on procurement guidelines in preparation for external negotiations with suppliers
Education Negotiation Role-Play:
Melissa Manwaring, under the direction of David Fairman and Stacie Nicole SmithSix-party, multi-issue negotiation among governmental, organizational, and family stakeholders regarding the implementation of court-ordered racial integration measures in Boston public schools and possible improvements in education and community relations
Holly Goo and Lawrence SusskindSix-party, three-issue negotiation among a landowner and representatives of an engineering firm, U.S. Army Corps of Engineers, town council, and environmental interests over cost and timing of removal of an unauthorized extension of property into a river
Holly Goo and Lawrence SusskindSeven-person, three-issue mediation among a landowner and representatives of an engineering firm, U.S. Army Corps of Engineers, town council, and environmental interests over cost and timing of removal of an unauthorized extension of property into a river
Community Dispute Negotiation Role-Play:
Connie OzawaMulti-party, multi-issue facilitated negotiation for five or six players representing civic and business leaders and owner of a senior center regarding the expansion of other groups' use of the center
Wendy Pabich and Lawrence SusskindSix-person, five-issue negotiation between three industrial factory representatives and three environmental agency representatives over environmental and economic concerns in the wake of damaging negative publicity for both parties
Thomas WiegandMulti-party, multi-issue negotiation between 3-4 construction company representatives and 5-6 neighborhood representatives over safety and nuisance complaints regarding a local construction project; internal team meetings precede external negotiations
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
Bruce PattonSix-person, multi-issue mediation between two construction company representatives and two neighborhood residents over a construction project's safety and noise issues; mediated by two representatives of the bank financing the construction
David Lax, James Sebenius, Lawrence Susskind, and Thomas WeeksTwo-party, multi-issue, scoreable negotiation between a manufacturer and a state environmental agency to reach a settlement over the manufacturer's pollution of a local river
Public Dispute Negotiation Role-Play:
John ForesterTwo-party, three-issue, scoreable negotiation between a developer and a city planner over the design, process, and affordability of a proposed housing development
Denise Madigan, Steve Foster, and Lawrence SusskindSix-party, multi-issue negotiation among four scientists, a city representative, and an environmentalist to develop the city's solid waste management strategy; also known as: Dioxin: Resource Recovery.
Jeffrey Litwak and Lawrence SusskindSix-person, multi-issue facilitated negotiation among industry, environmental, consumer/community, labor, and government representatives to develop single-text regulation of toxic industrial by-product
Tracy Dyke, under the direction of Lawrence Susskind and Susan PodzibaSeven-person, non-scoreable, facilitated negotiation among planners, regulators and activists regarding the cleanup and redevelopment of environmentally contaminated property
Consumer Dispute Negotiation Role-Play:
Bruce Patton (adapted by Sheila Heen)Four-party, two-stage negotiation between an auto mechanic and a client and their respective attorneys over a disputed repair bill; first stage involves lawyer-client interviews and second stage involves negotiation
Environment and Sustainability Negotiation Role-Play:
Consensus Building Institute, Montana Consensus Council, and Bureau of Land ManagementFacilitated multi-party negotiation over the appropriate decision-making process for a federal land management dispute
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 & Saleem Ali
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.