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Case Studies & ArticlesView Details
Stuart Eizenstat: Negotiating the Final Accounts of World War IIGreat Negotiator Case Study Series
Jeswald Salacuse and Kristin Schneeman
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Role SimulationsView Details
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 SimulationsView Details
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 SimulationsView Details
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 SimulationsView Details
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 SimulationsView Details
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 SimulationsView Details
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 SimulationsView Details
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 -
BooksView DetailsThe 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 SimulationsView Details
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 SimulationsView Details
Corporate Decision Making Role-Play:
Three-Party Coalition Exercise
Lawrence Susskind
Short three-party scoreable negotiation among representatives of three organizations over the integrative and distributive aspects of a possible 2- or 3-party coalition
