negotiate

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negotiate

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  • Case Studies & Articles
  • Role Simulations
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    Employment Negotiation Role-Play:

    Sally Soprano II

    Wayne Davis, Mark N. Gordon and Bruce Patton
    Two-party integrative negotiation between agents for an opera singer and an opera house regarding a possible contract for an upcoming production, under conditions of full disclosure.
  • Books
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    Seven Secrets for Negotiating with Government:How to Deal with Local, State, National, or Foreign Governments--and Come Out Ahead

    Addresses the key variables involved in negotiating with government, from the influence of bureaucracy to the perception of power on the government side of the negotiating table
  • Role Simulations
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    International Relations Role-Play:

    Ship Bumping Case

    Andrew Clarkson
    Two-party international negotiation between Russian and U.S. negotiators over a naval incident; teams internally prepare instructions for a representative not involved in the preparation
  • Books
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    SidetrackedWhy Our Decisions Get Derailed, and How We Can Stick to the Plan

    Francesca Gino

    Simple, irrelevant factors can have profound consequences on your decisions and behavior, often diverting you from your original plans and desires. Sidetracked will help you identify and avoid these influences so the decisions you make do stick—and you finally reach your intended goals.
  • Role Simulations
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    Legal Role-Play:

    Springfield OutFest

    Kate Harvey and David Kovick, under the supervision of Lawrence Susskind and Jennifer Brown
    This is a six-person, non-scorable negotiation simulation focused on mediating values-based legal disputes, specifically disputes involving conflicting views and values regarding homosexuality and religious faith.
  • Role Simulations
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    Legal Role-Play:

    Summitville Service Agreement

    Patrick Field and Tracy Dyke
    A two-team (four-party), co-mediated, multi-issue negotiation simulation involving a bitter property tax dispute between a small town and an Indian band living on a nearby reservation
  • Role Simulations
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    Legal Role-Play:

    Super Slipster

    Matt Smith under the supervision of Robert C. Bordone, with revisions by Michael Moffitt
    Two-party personal injury settlement negotiation between the attorney for the injured plaintiff and general counsel for the defendant toy manufacturing company
  • Role Simulations
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    Business and Commercial Role-Play:

    Technology Equipment Partners

    Tracey Brenner, under the supervision of Lawrence Susskind
    Two-team, six-party, four-issue negotiation between representatives of two corporations setting up a simultaneous high-tech joint venture and purchasing agreement
  • Role Simulations
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    Business and Commercial Role-Play:

    Telecom Services

    Beth Doherty under the supervision of Lawrence Susskind
    Two-party, two-issue, integrative, scoreable negotiation over the terms of a telecommunications services contract
  • Role Simulations
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    Labor Relations Role-Play:

    Telemachus Technology

    Ellen Waxman and George Maxe
    Three-party intra-organizational negotiation among mentor, mentee, and mentee's manager regarding an upcoming meeting that touches on diversity, communication, and mentorship issues
  • Role Simulations
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    Business and Commercial Role-Play:

    Theotis Wiley

    Jake Erhard, under the supervision of Robert Bordone
    Two-party integrative negotiation between agents for a basketball player and a shoe manufacturer over a possible sneaker endorsement deal
  • Role Simulations
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    Legal Role-Play:

    United States v. Dunlop

    Dan Vogel, under the supervision of Robert Bordone
    Four-person, three-issue, two-round between U.S. prosecutors, an executive charged with securities fraud, and defense counsel over the terms of a possible plea bargain; attorney-client interviews are followed by a plea bargain negotiation
  • Books
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    Water DiplomacyA Negotiated Approach to Managing Complex Water Networks

    Shafiqul Islam and Lawrence E. Susskind

    In this book, the authors show how open and constantly changing water networks can be managed successfully using collaborative adaptive techniques to build informed agreements among disciplinary experts, water users with conflicting interests, and governmental bodies with countervailing claims.