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Getting To Yes With YourselfAnd Other Worthy Opponents
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:
Job Negotiation, TheA three-party, email-based, employment offer negotiation
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.