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: Yes
Produced by: Melissa Manwaring
Run Time: 2 Hours