tactics

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tactics

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  • Books
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    3-D NegotiationPowerful Tools to Change the Game in Your Most Important Deals

    David Lax & James Sebenius

    A path-breaking introduction to the "three dimensions" of complex negotiated deal-making: table tactics, deal design, and the crucial but often overlooked dimension of setup
  • Role Simulations
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    Business and Commercial Role-Play:

    67 Fish Pond Lane

    Elizabeth Gray, Mark Gordon and Bruce Patton
    Two-party distributive and potentially integrative negotiation between principals over the sale of a house
  • Role Simulations
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    Business and Commercial Role-Play:

    Ad Sales, Inc.

    Lawrence Susskind
    Six-party, multi-issue contract negotiation between management and union members of a publishing firm
  • Role Simulations
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    International Relations Role-Play:

    Arms Control on Cobia

    P. Terrance Hopmann
    Multi-issue arms control negotiation among representatives of eight fictional countries
  • 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
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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
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    Blind SpotsWhy We Fail to Do What's Right and What to Do about It

    Blind Spots examines the ways we overestimate our ability to do what is right and how we act unethically without meaning to. This book suggests innovative individual and group tactics for improving human judgment.
  • 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
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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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    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
  • Role Simulations
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    Contracts Role-Play:

    Contract Negotiations in the Building Trades

    Lawrence Susskind
    Nine-party, multi-issue contract negotiation among three coalitions involved in the building trades; includes internal coalition meetings before the external negotiations
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    Academia Role-Play:

    Death in the Family

    Bruce Patton
    Two-party, short awareness-building negotiation between a professor and a student over an assignment submitted late due to a death in the student's family
  • Role Simulations
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    Environmental Role-Play:

    DEC v. Riverside

    David Lax, James Sebenius, Lawrence Susskind, and Thomas Weeks
    Two-party, multi-issue, scoreable negotiation between a manufacturer and a state environmental agency to reach a settlement over the manufacturer's pollution of a local river
  • Role Simulations
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    Business and Commercial Role-Play:

    Deke Slims’ Silver Dollars

    Ron Karp and Bruce Patton
    Three-person distributive exercise consisting of two separate two-party negotiations between the representative of an estate and two separate coin dealers over the price of a silver coin collection large enough to affect the silver market