negotiate

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negotiate

Showing 17–32 of 140 results

  • Role Simulations
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    Business and Commercial Role-Play:

    Book Contract, The

    Two-party, single-issue distributive negotiation between a publisher and a literary agent over the advance payment for the agent's unpublished but very promising client
  • Role Simulations
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    Business and Commercial Role-Play:

    Bradford DevelopmentNegotiating a Linkage Agreement

    Two-party, single-issue distributive negotiation over a linkage payment that a developer must make to a city government; includes ethical issues
  • Books
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    Breakthrough Business Negotiation A Toolbox for ManagersA Toolbox for Managers

    Winner of the 2002 CPR Award for Excellence in ADR (Outstanding Book Category)
  • Role Simulations
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    Business and Commercial Role-Play:

    Browning Brothers Search

    Jeswald W. Salacuse
    Five- to six-person negotiation between search committee members asked to reach consensus on characteristics needed for a new leader to right a financial company in crisis
  • Role Simulations
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    Family Role-Play:

    Building BridgesA High School Curriculum on Negotiation

    A high school curriculum on resolving differences through negotiation
  • Video and Audio
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    Caitlin’s Challenge

    Deborah M. Kolb, with the Simmons College Graduate School of Management, and the Program on Negotiation at Harvard Law School


    "Caitlin's Challenge" is a short case recounting Caitlin Elliot's history at a company called Microenterprises Incorporated and her negotiation with its CEO, George Baker, about a promotion and a bonus. The case is good for discussion about what makes negotiating for oneself in an organization more difficult than negotiating on behalf of others. The video can be analyzed using a moves and turns framework and it ideal for management and leadership courses in addition to negotiation and conflict resolution courses.
  • 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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    Cross-Cultural Role-Play:

    Canada-China Panda Acquisition Negotiation

    Stephen Weiss
    Two-team (6 person), multi-issue contract negotiation between Canadian zoo CEOs and representatives of Chinese organization responsible for giant panda loans
  • Role Simulations
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    Business and Commercial Role-Play:

    Carson Extension

    Holly Goo and Lawrence Susskind
    Six-party, three-issue negotiation among a landowner and representatives of an engineering firm, U.S. Army Corps of Engineers, town council, and environmental interests over cost and timing of removal of an unauthorized extension of property into a river
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    Business and Commercial Role-Play:

    Chemco, Inc.

    Wendy Pabich and Lawrence Susskind
    Six-person, five-issue negotiation between three industrial factory representatives and three environmental agency representatives over environmental and economic concerns in the wake of damaging negative publicity for both parties
  • Role Simulations
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    Community Dispute Resolution Role-Play:

    Chestnut Drive

    Bruce Patton and Mark Gordon
    Six-party, multi-issue, intra-group negotiation among neighbors in preparation for an external negotiation regarding a local construction project
  • Books
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    Civic FusionMediating Polarized Public Disputes

    By Susan L. Podziba. Civic fusion is when people bond to achieve a common public goal, even as they sustain deep value differences. This book offers proven strategies for moving polarized parties to consensus solutions based on the author's 25 years of mediation experience, including working with pro-life and pro-choice leaders after fatal shootings at women's health clinics, crane industry and union representatives to develop federal worker safety regulations, and citizens of a failed city that reclaimed their democracy by writing a consensus charter.
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    Labor Relations Role-Play:

    Collective Bargaining at Central Division

    Lawrence Susskind, Charles Hecksher, and Elaine Landry
    Two-team, multi-issue collective bargaining contract negotiation between three union representatives and three management representatives for a telephone company; includes an internal team meeting before external negotiations
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    Environmental Role-Play:

    Colortek Job

    Deborah Kolb
    Two-party, multi-issue integrative negotiation between a corporate VP and a prospective employee over salary and other terms of hire