negotiate

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negotiate

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  • Books
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    3-D NegotiationPowerful Tools to Change the Game in Your Most Important Deals

    David Lax & James Sebenius

    A path-breaking introduction to the "three dimensions" of complex negotiated deal-making: table tactics, deal design, and the crucial but often overlooked dimension of setup
  • Role Simulations
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    Business and Commercial Role-Play:

    Ad Sales, Inc.

    Lawrence Susskind
    Six-party, multi-issue contract negotiation between management and union members of a publishing firm
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    Business and Commercial Role-Play:

    Aerospace InvestmentBalancing Venture and Relationship Capital

    Nicholas Sabin
    Two-party term sheet negotiation between a venture capitalist and the founder of an aerospace start-up company in which participants are scored both on their substantive performance and on the other party's perception of the relationship
  • Role Simulations
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    Business and Commercial Role-Play:

    Appleton vs. Baker

    Lawrence Susskind
    Two-party, single-issue distributive negotiation between principals regarding a potential real estate sale
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    International Relations Role-Play:

    Arms Control on Cobia

    P. Terrance Hopmann
    Multi-issue arms control negotiation among representatives of eight fictional countries
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    Assessing Our Students, Assessing OurselvesVolume 3 in the Rethinking Negotiation Teaching SeriesVolume 3 in the Rethinking Negotiation Teaching Series

    This third volume in the Rethinking Negotiation Teaching book series critically examines what is taught in contemporary negotiation courses and how they are taught, with special emphasis on how best to "translate" teaching methodology to succeed with diverse, global audiences.
  • Role Simulations
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    Legal Role-Play:

    Baker & Irwin v. Department of Human Services

    Bruce Deming
    Two-party negotiation between attorneys for a state agency and a gay advocacy group regarding a state policy that led to the removal of two foster children from the home of a gay couple
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    Cross-Cultural Role-Play:

    Bamara Border Dispute

    Michael D. Landry
    Two-team, multi-issue negotiation between representatives of two fictional countries regarding a disputed border and a military stand-off
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    Business and Commercial Role-Play:

    Bankruptcy Multiparty Negotiation Simulation

    James Emerson with Ben Longoria, under the supervision of Professors Robert Mnookin and Lawrence Susskind
    This exercise is a six-party simulation of multiparty negotiations in a bankruptcy (reorganization) and mass torts context.
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    Bargaining with the DevilWhen to Negotiate, When to Fight

    Robert Mnookin offers practical advice for the most challenging conflicts -- when you are facing an adversary you don't trust, who may harm you, or who you may even feel is evil.
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    Barriers to Conflict Resolution

    When does it pay for parties to a dispute to cooperate, and when to compete? How can third-party negotiators further resolutions and avoid the pitfalls that deepen the division between antagonists? Offering answers to these and related questions, this book is a comprehensive guide to the latest understanding of ways to resolve human conflict.
  • Role Simulations
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    Business and Commercial Role-Play:

    Bentley Convertible

    Roger Fisher and Bruce Patton
    Two-party distributive negotiation over the sale of a rare automobile
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    Business and Commercial Role-Play:

    Big Pipeline in Swagwit

    Kelly Davenport, Pat Field and Lawrence Susskind
    Two-party, two-issue integrative negotiation between representatives of a construction company and a Native American group regarding allocation of construction jobs
  • Role Simulations
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    Environmental Role-Play:

    Billboards in Wyethville

    Kelly Davenport and Lawrence Susskind
    Six-party negotiation among business, municipal, and environmental representatives regarding a potential ban on billboard advertising
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    Business and Commercial Role-Play:

    BMP Policy Meeting

    Paddy Moore, Hal Movius, and Lawrence Susskind
    Five-party, four-issue internal negotiation among employees of a major engine manufacturer to agree on procurement guidelines in preparation for external negotiations with suppliers
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    Environmental Role-Play:

    Bog Berries, Inc. v. the Federal Environmental AgencyA Case of Compliance Negotiation

    Catherine Preston and Lawrence Susskind
    Five-issue negotiation between three factory representatives and three Federal Environmental Agency representatives over the factory's new operational agreement, in the context of harsh public criticism of both parties