negotiation

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negotiation

Showing 49–64 of 332 results

  • Role Simulations
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    Business and Commercial Role-Play:

    Bullard Houses

    Ron Karp, David Gold and Mox Tan
    Two-party, multi-issue real estate negotiation between representatives for a buyer and seller, where BATNAs are important
  • 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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    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:

    Cape Development Case

    Two-party real estate negotiation between a developer and a representative of the owner of a parcel surrounded by the developer's land, over the future of both parcels
  • 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
  • Role Simulations
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    Business and Commercial Role-Play:

    Carson Extension – Mediated Version

    Holly Goo and Lawrence Susskind
    Seven-person, three-issue mediation 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
  • Role Simulations
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    Family Role-Play:

    Carter Estate Problem, The

    Mark Drooks, Andrew Tavel, Kenneth Hyatt, Mark Gordon, and Bruce Patton
    Two-party, multi-issue integrative negotiation between brothers over the settlement of their father's estate
  • 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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    Business and Commercial Role-Play:

    Casino

    Sheila Heen, Scott Peppet and John Richardson
    Two-party intra-organizational discussion between a newly-promoted manager and her division vice-president over work performance, responsibility for a new computer game project, and office environment issues
  • 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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    Business and Commercial Role-Play:

    Chestnut Village

    Thomas Wiegand
    Multi-party, multi-issue negotiation between 3-4 construction company representatives and 5-6 neighborhood representatives over safety and nuisance complaints regarding a local construction project; internal team meetings precede external negotiations