positional bargain

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positional bargain

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  • Role Simulations
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    Cross-Cultural Role-Play:

    Bamara Border Dispute

    Michael D. Landry
    Two-team, multi-issue negotiation between representatives of two fictional countries regarding a disputed border and a military stand-off
  • Role Simulations
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    Business and Commercial Role-Play:

    Bentley Convertible

    Roger Fisher and Bruce Patton
    Two-party distributive negotiation over the sale of a rare automobile
  • Role Simulations
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    Business and Commercial Role-Play:

    Book Contract, The

    Two-party, single-issue distributive negotiation between a publisher and a literary agent over the advance payment for the agent's unpublished but very promising client
  • Role Simulations
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    Business and Commercial Role-Play:

    GE International Contract

    Duncan MacLaren; adapted from The Tendley Contract
    Two-party potentially integrative contract negotiation between representatives of a large corporation and a consulting firm over very different expectations of the cost of services
  • Case Studies & Articles
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    Hard/Soft Negotiation Choice Exercise

    Roger Fisher

  • Video and Audio
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    Mediators At Work: Breach of Warranty

    Marjorie Corman Aaron and Dwight Golann

    An unscripted, realistic demonstration of the mediation of a commercial legal dispute
  • Role Simulations
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    Governmental Role-Play:

    Meridia and Petrocentram

    Abram Chayes and Antonia Handler Chayes
    Two-party, four-issue negotiation between representatives of a Central American country and an international petroleum corporation over the terms of an offshore drilling project
  • Role Simulations
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    Business and Commercial Role-Play:

    Mountain View Farm

    Roger Fisher and Andrew Clarkson
    Two-party, multi-issue integrative negotiation between a farmer and a neighbor over the sale or lease of part of the neighbor's land
  • Role Simulations
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    Employment Negotiation Role-Play:

    Salary Negotiation

    Aleza Spalter
    Two-party negotiation between a supervisor and employee over a possible salary raise in the context of mixed job performance
  • 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
  • Case Studies & Articles
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    Working It OutA Handbook on Negotiation for High School Students

    A 27-page handbook designed to introduce high school students to problem-solving, interest-based negotiation