principled negotiation

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principled negotiation

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  • 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single-issue distributive negotiation between a publisher and a literary agent over the advance payment for the agent's unpublished but very promising client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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    Family Role-Play:

    Building BridgesA High School Curriculum on Negotiation

    A high school curriculum on resolving differences through negotiation
  • 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
  • Video and Audio
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    HackerStar Negotiation, The

    Morgan Guaranty Trust Company

    Realistic video depicting the use of principled negotiation to prepare for and negotiate a bitter business dispute, featuring Getting to YES co-author Roger Fisher
  • Case Studies & Articles
  • Role Simulations
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    Employment Negotiation Role-Play:

    Kelly Corporation, The

    Ron Karp and Bruce Patton
    Three-party brief negotiation among a supervisor and two employees who are each asking for a raise
  • 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:

    PowerScreen Problem

    Bruce Patton, Mark Gordon and Andrew Clarkson
    Two-party integrative negotiation between the lawyers for business partners concerning the ownership of a new computer program one of them has developed
  • 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