negotiation

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negotiation

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  • Role Simulations
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    Academia Role-Play:

    Student Paper

    Bruce Patton
    Simple two-party awareness-building negotiation between a student and a professor regarding an assignment submitted after the deadline
  • 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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    Healthcare Role-Play:

    Teflex Products

    Lawrence Susskind and James Lawrence
    Five-party, multi-issue negotiation among representatives of a pharmaceutical company, a medical drug manufacturer, and three consumer organizations over the delayed release of a new drug
  • 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:

    Tendley Contract

    Two-party integrative contract negotiation between a computer consultant and a school district representative at an apparent impasse over different expectations over cost of services
  • Books
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    The Art of Negotiation

    Program on Negotiation faculty member and Harvard Business School professor Michael Wheeler brings you a new, next-generation approach to negotiation. Michael Wheeler’s new book, The Art of Negotiation, demonstrates that the best negotiators are adept at managing chaos and uncertainty and rarely trap themselves with rigid plans and entrenched positions. Understanding that negotiation is a process of joint exploration that requires continual learning, adaptation, and social awareness. A master negotiator’s grasp of these concepts gives her the ability to reach agreements where others would face impasse.
  • Role Simulations
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    Environmental Role-Play:

    The Mercury Negotiation SimulationExplore the consequences of representing scientific uncertainty in a policy context

    Leah C. Stokes, Lawrence Susskind, and Noelle E. Selin
    This mercury game is a role-play simulation aimed at scientists, students and decision makers. Playing the game will help participants explore the consequences of representing scientific uncertainty in various ways in a policy context.
  • 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