negotiating

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negotiating

Showing 17–32 of 125 results

  • Role Simulations
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    Business and Commercial Role-Play:

    Bunyon Brothers

    Mark Gordon, Elizabeth Gray, and Bruce Patton
    Three-party, multi-issue internal corporate negotiation in preparation for external negotiation with community representatives
  • 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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    Corporate Decision Making Role-Play:

    Case of the Puerile Printer

    Albie Davis and Ericka Gray
    Six-party mediation with employees, employer, and legal counsel over the contested result of a sexual harassment grievance procedure
  • Role Simulations
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    Community Dispute Resolution Role-Play:

    Changing Times for the Senior Center in Redwood Hills

    Connie Ozawa
    Multi-party, multi-issue facilitated negotiation for five or six players representing civic and business leaders and owner of a senior center regarding the expansion of other groups' use of the center
  • Role Simulations
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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
  • Role Simulations
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    Community Dispute Resolution Role-Play:

    Construction in Bunyonville

    Bruce Patton
    Six-person, multi-issue mediation between two construction company representatives and two neighborhood residents over a construction project's safety and noise issues; mediated by two representatives of the bank financing the construction
  • Role Simulations
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    Contracts Role-Play:

    Contract Negotiations in the Building Trades

    Lawrence Susskind
    Nine-party, multi-issue contract negotiation among three coalitions involved in the building trades; includes internal coalition meetings before the external negotiations
  • Books
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    DealmakingThe New Strategy of Negotiauctions

    Bringing together auction theory and negotiation theory in a practical and accessible way, Negotiauctions is an authoritative guide to negotiating deals
  • Role Simulations
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    Business and Commercial Role-Play:

    Deke Slims’ Silver Dollars

    Ron Karp and Bruce Patton
    Three-person distributive exercise consisting of two separate two-party negotiations between the representative of an estate and two separate coin dealers over the price of a silver coin collection large enough to affect the silver market
  • Role Simulations
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    Business and Commercial Role-Play:

    Development Negotiations in the Project Review Process

    John Forester
    Two-party, three-issue, scoreable negotiation between a developer and a city planner over the design, process, and affordability of a proposed housing development
  • Books
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    Difficult ConversationsHow to Discuss What Matters Most

    Douglas Stone, Bruce Patton, and Sheila Heen

    This 10th-anniversary edition bestseller provides a step-by-step approach to having those tough conversations with less stress and more success. Updated to include a fascinating chapter: "Answers to Ten Questions People Ask".
  • Role Simulations
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    Business and Commercial Role-Play:

    DirtyStuff I

    Lawrence Susskind
    Five-person, multi-issue facilitated negotiation among industry, environmental, labor, and government representatives to develop single-text regulation of toxic industrial by-product
  • Role Simulations
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    Business and Commercial Role-Play:

    DirtyStuff II

    Jeffrey Litwak and Lawrence Susskind
    Six-person, multi-issue facilitated negotiation among industry, environmental, consumer/community, labor, and government representatives to develop single-text regulation of toxic industrial by-product
  • Role Simulations
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    Community Dispute Resolution Role-Play:

    East Falls Brownfields

    Tracy Dyke, under the direction of Lawrence Susskind and Susan Podziba
    Seven-person, non-scoreable, facilitated negotiation among planners, regulators and activists regarding the cleanup and redevelopment of environmentally contaminated property