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William UrySelected by TIME as one of the best negotiation books of 2015
Global Negotiator, TheMaking, Managing, and Mending Deals Around the World in the Twenty-First Century
Jeswald SalacuseSelected by TIME as one of the best negotiation books of 2015
Role SimulationsView Details
Employment Negotiation Role-Play:
Jennie Hatch & Kessely HongA three-party employment negotiation involving a mid-career student negotiating two job offers via email at the same time.
Case Studies & ArticlesView Details
Negotiating About Pandas for San Diego ZooA case study about finding a satisfactory agreement with a difficult counterpart from a position of low power - all in an uncommon context
Stephen Weiss and Sarah TatrallyayThis case study centers on the most challenging task for a negotiator: to reach a satisfactory agreement with a tough counterpart from a position of low power—and to do so in an uncommon context. The case concerns the executive director of a zoo in the U.S. who seeks two giant pandas, an endangered species, from their only source on the planet: China.