Negotiation Pedagogy Video Series, Part I


Professor Michael Wheeler

An unscripted video showing an experienced negotiation professor teaching a complete class session through role simulation debrief, video, and discussion, interspersed with instructor commentary


The first in the Program on Negotiation’s new Negotiation Pedagogy Video Series, this video is unscripted and unrehearsed. It shows Harvard Business School Professor Michael Wheeler teaching an actual negotiation class in April 2003, interspersed with excerpts from an after-class interview with Professor Wheeler about his teaching approach.

Prior to the class meeting filmed for this video, the students had negotiated the role simulation Discount Marketplace and Hawkins Development, and had e-mailed their results to Professor Wheeler. Professor Wheeler opens the class with a discussion around the students’ experience negotiating the Discount Marketplace role simulation. The students offer a variety of responses to questions such as whether they found it easier or harder to negotiate over words (in this case, the terms of a commercial lease) rather than numbers, and how they attempted to create value for both parties in light of their differing interests.

Professor Wheeler then shows portions of the Negotiation of a Commercial Lease videotape, in which two different pairs of real estate professionals negotiate the Discount Marketplace role simulation. He re-focuses the discussion on the performance of the videotaped negotiators, particularly around their impact of their micro-moves during the first few minutes of the negotiations. The students engage in a lively debate over the effectiveness and ineffectiveness of various moves displayed in the videotapes.


This video may be used in a number of ways, including:

  • As a self-study tool for negotiation educators, students, or practitioners regarding the negotiation lessons that Professor Wheeler elicits from his class;
  • As a self-study tool for educators regarding negotiation pedagogy, including techniques for using and debriefing role simulations, techniques for guiding and facilitating student discussion, and techniques for integrating video into negotiation courses; or
  • As a demonstrative tool for negotiation pedagogy workshops, “train-the-trainer” sessions, or other group learning settings designed to help negotiation educators improve their teaching skills.


This video package includes four pages of production notes and a review copy of the Discount Marketplace simulation discussed in Professor Wheeler’s class. The Negotiation of a Commercial Lease videotape is available separately from the Clearinghouse.

The Program on Negotiation is offering this video (and others in its Pedagogy Video Series) at a very low price for its length and quality in order to encourage circulation among the academic community.


Negotiation Pedagogy Video Series, Part I Attributes

Time required:
1 – 2 hours
Teaching Notes Available:
Run Time:
1 hour, 51 minutes
Teaching notes available:
Produced by:

PON Teaching Negotiation Resource Center

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Soft copy vs. hard copy

You may order this role simulation in either soft copy (electronic) or hard copy (paper) format. If you select the soft copy option, you will receive an e-mail with a URL (website address) from which you may download an electronic file in Adobe Acrobat PDF format. You will have one week to download your materials from when you receive the email. You are then only authorized to use, print, or share the materials as many times as the number of copies you purchase. The TNRC charges for use of this simulation on a per-participant basis. Therefore, you must purchase a separate copy of this simulation for each person who will be participating, regardless of the number of roles in the simulation. You will only receive a link to one electronic file, which includes all general instructions, confidential instructions, and any teaching notes for the simulation. You should separate out the instructions before distributing to participants.

If you select the hard copy option, you will receive paper copies of this role simulation via the shipping method you select.

For additional information about the soft copy option, please visit our FAQ section, or contact the PON Teaching Negotiation Resource Center at or 800-258-4406 (within the U.S.) or 301-528-2676 (outside the U.S.).

Please note: At the present time, Teaching Negotiation Resource Center soft copies are compatible with the following versions of the Adobe Acrobat Reader: English, German, French, Spanish, Swedish, Portuguese, Japanese, and Korean. If you have a different version of the Acrobat Reader, you may wish to download one of these at, or contact the PON Teaching Negotiation Resource Center at, 800-258-4406 (within the U.S.), or 301-528-2676 (outside the U.S.) for further assistance. This restriction does not apply to the freely available Teacher’s Package Review Copies.

Ordering a single copy for review

If you wish to review the materials for a particular role simulation to decide whether you’d like to use it, a PDF, or soft copy, version of the Teacher’s Package for the simulation is available as a free download from the description page of most role simulations and case studies. All Teacher’s Packages include copies of all participant materials. In addition, some Teacher’s Packages (but not all) include additional teaching materials such as teaching notes or overhead masters.

Ordering copies for multiple participants

To order multiple copies of a role simulation for use in a course or workshop, simply enter the total number of participants in the box next to “Quantity.” There is no need to calculate how many of each role is required.

If you are ordering hard copies, the Teaching Negotiation Resource Center will calculate the appropriate numbers of each role to provide, based on the total number of participants. For example, if you wish to order a 2-party role simulation for use with a class of 30 students, you would enter “30” in the box next to “Quantity.” You then would receive 15 copies of one role and 15 copies of the other role, for use with your 30 participants. As another example, if you ordered 30 participant copies of a 6-party role simulation, you would receive 5 copies of each role.

In the event that the number of participant copies you order is not evenly divisible by the number of roles in the simulation, you will receive extra copies of one or more roles. Participants receiving the extra roles may partner with other participants playing the same role, thus negotiating as a team. So, for instance, if you ordered 31 copies of a 2-party role simulation, you would receive 15 copies of the first role and 16 copies of the second role. One of the participants playing the second role would partner with another participant playing that same role, and the two would negotiate as a team.