Negotiation Pedagogy Video Series, Part III


Sheila Heen and Melissa Manwaring

An unscripted video showing an experienced negotiation instructor running and debriefing the "Oil Pricing" exercise, interspersed with excerpts from a post-workshop interview with the instructor



This unscripted, unrehearsed video shows experienced negotiation instructor Sheila Heen running and debriefing the Oil Pricing exercise (also available from the PON Teaching Negotiation Resource Center) during an actual negotiation workshop. Scenes from the workshop session are interspersed with relevant excerpts from an after-class interview with Ms. Heen, in which she reflects on her teaching purposes and performance. The session shown in this video was part of a three-day introductory negotiation workshop held at Harvard University’s John F. Kennedy School of Government for approximately 20 Environmental Leadership Program (ELP) fellows and Switzer Foundation fellows from a variety of environmental agencies.

In order to give a realistic sense of the seminar flow, virtually the entire segment relating to the Oil Pricing role simulation and debriefing is shown; only pauses and lengthy scenes of participants preparing and negotiating have been deleted. When excerpts from Ms. Heen’s interview refer to specific segments of the seminar, they are juxtaposed with the relevant segments. More general interview excerpts appear after the footage of the class meeting. Ms. Heen’s commentary addresses a range of issues, from why she selected Oil Pricing as the first simulation in this workshop and how she tailored the instructions for the group, to the purpose of her debriefing format and how she facilitates good teaching points.


About the instructor:

Sheila Heen is a lecturer on Law at Harvard Law School and an associate with the Harvard Negotiation Project. She is also a partner of Triad Consulting Group and co-author of the bestselling book Difficult Conversations: How to Discuss What Matters Most. Ms. Heen holds a J.D. from Harvard Law School.



This video is designed for current and prospective negotiation educators, including classroom teachers, corporate organizational trainers, and independent consultants. It may be used in a number of ways, including:

  • As a self-study tool for negotiation educators, students, or practitioners regarding the substantive lessons that Ms. Heen elicits in the seminar;
  • As a self-study tool for educators regarding negotiation pedagogy, including techniques for using and debriefing role simulations and techniques for guiding and facilitating participant discussion; 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.


The Program on Negotiation Teaching Negotiation Resource Center 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 negotiation teaching community.


Negotiation Pedagogy Video Series, Part III Attributes

Time required:
2 – 3 hours
Teaching notes available:
Produced by:
Melissa Manwaring
Run Time:
2 Hours

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.