assertiveness

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assertiveness

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  • Role Simulations
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    Business and Commercial Role-Play:

    Camilia Pictures

    Robyn Cali and Robert C. Bordone
    Two-party, multi-issue, potentially integrative settlement negotiation between lawyers for a large entertainment conglomerate and its wholly-owned film production company over the rights to a new documentary film and the clients' future relationship
  • Role Simulations
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    Business and Commercial Role-Play:

    Eazy’s GarageTwo-party (lawyers only) version

    Bruce Patton
    Two-party negotiation between lawyers for an auto mechanic and a customer over a disputed auto repair bill
  • Role Simulations
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    Business and Commercial Role-Play:

    Eazy’s GarageFour-party (lawyers & clients) version

    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
  • Video and Audio
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    Hans Brandt

    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.
  • Role Simulations
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    Employment Negotiation Role-Play:

    Kelly Corporation, The

    Ron Karp and Bruce Patton
    Three-party brief negotiation among a supervisor and two employees who are each asking for a raise
  • Role Simulations
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    Employment Negotiation Role-Play:

    Salary Negotiation

    Aleza Spalter
    Two-party negotiation between a supervisor and employee over a possible salary raise in the context of mixed job performance