Patton, Bruce

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Case Studies & Articles

Role Simulations

Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Bentley Convertible

Roger Fisher and Bruce Patton
Two-party distributive negotiation over the sale of a rare automobile
Role Simulation
Consumer Dispute Negotiation Role-Play:

Blender, The

Bruce Patton
Two-party, single-issue negotiation between a customer and a department store clerk about the return of a defective blender
Role Simulation
Corporate Decision-Making Negotiation 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 Simulation
Family Negotiation 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 Simulation
Public Dispute Negotiation 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 Simulation
Education Negotiation 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 Simulation
Community Dispute Negotiation 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 Simulation
Education Negotiation 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 Simulation
Business and Commercial Dispute Negotiation 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
Role Simulation
Law / Courts Negotiation Role-Play:

Eazy's GarageTwo-party (lawyers only) version

Bruce Patton
Two-party negotiation between lawyers for an auto mechanic and a customer over a disputed auto repair bill
Role Simulation
Consumer Dispute Negotiation Role-Play:

Eazy's GarageFour-party (lawyers & clients) version

Bruce Patton (adapted by Sheila Heen)
Four-party, two-stage negotiation between an auto mechanic and a client and their respective attorneys over a disputed repair bill; first stage involves lawyer-client interviews and second stage involves negotiation
Role Simulation
Community Dispute Negotiation Role-Play:

Grocery Store

David Eun and Bruce Patton
Two-party negotiation between a minister and a school principal over how to address racial tensions arising from alleged shoplifting at a local grocery store
Role Simulation
Health / Medicine / Pharmaceutical Negotiation Role-Play:

Hospital Committee, The

Irma Tyler-Wood and Bruce Patton
Multi-party negotiation among hospital committee members over the allocation of scarce life-saving resources
Role Simulation
Corporate Decision-Making Negotiation Role-Play:

Jerry

Ron Karp and Bruce Patton
Two-party conversation between an employee and his supervisor regarding the employee's recent poor job performance and potential termination
Role Simulation
Cross-Cultural Negotiation Role-Play:

Kaotian Crisis

Bruce Patton
Two-team, ten-party international crisis negotiation between U.S. and "Kaotian" military and security officials to address Kaotian seizure of an American vessel and the ensuing military crisis
Role Simulation
Corporate Decision-Making 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 Simulation
International Relations Negotiation Role-Play:

Nazi Party of America v. Town of Hokey

Bruce Patton
Two-party highly political negotiation between a lawyer for Nazi convention organizers and a town attorney a permit application for a Nazi Party parade in a Jewish neighborhood
Role Simulation
Community Dispute Negotiation Role-Play:

Neighborhood Care, Inc.

Lawrence Susskind and Bruce Patton
Two-party negotiation or mediation between church and neighborhood representatives over the possible use of church facilities for services for the mentally challenged
Role Simulation
Family Negotiation Role-Play:

People v. Malvenue

Ron Karp and Bruce Patton
Two-party plea bargaining negotiation between a prosecutor and the court-appointed defender for a man accused of abusing his wife, who refuses to sign the complaint against him
Role Simulation
Business and Commercial Dispute Negotiation 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 Simulation
Game Theory and Negotiation Analytics Role-Play:

Rushing River Cleanup

Bruce Patton
Three-party, scoreable, single-issue negotiation among three manufacturers over two- or three-party coalitions for complying with waste cleanup regulations; variation of Three-Party Coalition Exercise
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Sally Soprano I

Norbert Jacker and Mark Gordon
Two-party integrative negotiation between agents for an opera singer and an opera house regarding a possible contract for an upcoming production
Role Simulation
Business and Commercial Dispute Negotiation Role-Play:

Sally Soprano II

Wayne Davis, Mark N. Gordon and Bruce Patton
Two-party integrative negotiation between agents for an opera singer and an opera house regarding a possible contract for an upcoming production, under conditions of full disclosure.
Role Simulation
Cross-Cultural Negotiation Role-Play:

Seoul Food in Urbana

David Eun and Bruce Patton
Three-person mediation involving representatives of local Korean and African-American communities over racial tensions arising from an alleged shoplifting incident; a city representative serves as the mediator
Role Simulation
Consumer Dispute Negotiation Role-Play:

Software Return

Bruce Patton
Two-party negotiation between a customer and a returns clerk about the return of a defective software package
Role Simulation
Education Negotiation Role-Play:

Student Paper

Bruce Patton
Simple two-party awareness-building negotiation between a student and a professor regarding an assignment submitted after the deadline
Role Simulation
Health / Medicine / Pharmaceutical Negotiation Role-Play:

Sue or Settle

Seth Freeman, John Richardson, and Bruce Patton
Four-person, two-party, strategic decision-making exercise to highlight the cost-benefit analysis in determining whether to settle a medical malpractice case or to continue litigation
Role Simulation
Organizational Development / Change Negotiation Role-Play:

Trademore Personnel

Lawrence Susskind and Bruce Patton
Three-person, integrative, facilitated negotiation with two department heads and a Human Resources observer/facilitator regarding the possible transfer of an employee from one department to the other

Books

original
Book

Douglas Stone, Bruce Patton, and Sheila Heen

This 10th-anniversary edition bestseller provides a step-by-step approach to having those tough conversations with less stress and more success. Updated to include a fascinating chapter: "Answers to Ten Questions People Ask".
original
Book

Roger Fisher, William Ury, and Bruce Patton

A straightforward, universally applicable method for negotiating personal and professional disputes without getting taken-and without getting angry.

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