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BooksView Details3-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 SimulationsView Details
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 -
BooksView DetailsAssessing 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 SimulationsView Details
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 -
Role SimulationsView Details
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. -
BooksView DetailsBargaining 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. -
BooksView Details
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 SimulationsView Details
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 SimulationsView Details
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 -
Role SimulationsView Details
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 -
Role SimulationsView Details
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
