PON – Program on Negotiation at Harvard Law School - https://www.pon.harvard.edu
Business and Commercial Role-Play:
$0.00 – $6.00
Geoffrey Fink and Maria Baute Stewart
Seven-party, multi-issue negotiation among a theme-park developer, neighboring mayors, a regional organization, and a national government representative over the development of a proposed theme park; involves coalition-building and cultural issues
Mouse Company, the world's largest entertainment conglomerate, and the French government have signed an agreement for Mouse to create a "EuroMouse" development a short distance from Paris. Major debate and great tension have developed between Mouse and the four municipalities within whose jurisdiction the development will occur. To improve relations and to work out some form of agreement, representatives from the national government, Mouse, and the mayors of the four municipalities have agreed to meet.
The primary goal of this exercise is to give participants an expanded understanding of the variety of elements that arise in mult-party, multi-issue negotiations, particularly when held in an international or multicultural setting.
Participants should recognize the increased need for preparation and sensitivity in terms of understanding the viewpoint/ values of counterparts from other cultures.
The exercise is structured so that each party will have certain expectations of the other parties which may or may not be correct. These expectations will include general impressions of what it is like to negotiate with the French or with the Americans, as well as more specific pre-conceptions about the other parties.
Prof. Susskind’s Top 5 Environmental Negotiation Teaching Materials
From time to time, the Teaching Negotiation Resource Center asks PON-affiliated faculty to nominate their top five books, top five teaching videos or top five role-play simulations in certain fields or teaching settings. These change periodically.