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BooksView DetailsBuilt to Win Creating a World-Class Negotiating OrganizationCreating a World-Class Negotiating Organization
Hal Movius and Lawrence Susskind
A prescriptive, tools-driven model for aligning organizational structures, processes and culture with negotiation goals, in order to transform organizational negotiation capabilities into a competitive advantage -
Role SimulationsView Details
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 -
Role SimulationsView Details
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 -
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Role SimulationsView Details
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 SimulationsView Details
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 -
Role SimulationsView Details
Academia Role-Play:
Conference with a Professor
Bruce Patton
Two-party short awareness-building exercise in which student and professor meeting regarding problems arising from a borrowed manuscript and the student's research aspirations -
Role SimulationsView Details
Community Dispute Resolution Role-Play:
Construction in Bunyonville
Bruce Patton
Six-person, multi-issue mediation between two construction company representatives and two neighborhood residents over a construction project's safety and noise issues; mediated by two representatives of the bank financing the construction -
Role SimulationsView Details
Business and Commercial Role-Play:
Costless Warehouse
Joe Voyticky
Four- or five-person negotiation to settle an employee's claim of discriminatory firing and employer's claim of illegal conduct; negotiators represent each party, with optional fifth role who knows confidential details of each party's case
